Yes, it’s that easy. You may think, “Oh, of course my brother/neighbor/favorite hostess will choose me as their agent. They know I’m a great one!” Or maybe you’re more reserved and are thinking, “I don’t want to seem pushy by asking them if I’m their go-to agent; if they need to list their home or are in the market to buy, they have my number.”
Well, imagine your shock and dismay when your brother/neighbor/favorite hostess lists or buys a home and you’re not the agent who handled it! As you feign happiness, you may feel betrayed or confused as you wonder why they didn’t ask YOU.
Although it may seem intimidating at first, the best way to bring new people into your database is to ask. Referral MakerTM is the only real estate CRM to offer Brian Buffini’s proven dialogues, which are designed to help you communicate more effectively with your clients. Use the Mayor Campaign Dialogue developed by Joe Niego:
“Oh, by the way, if you were buying or selling a home, or had a friend or family member who was, do you have an agent you would refer them to?”
If they say “Yes”
“That’s great, it’s important that you have a qualified professional to work with.”
Remember, the worst thing that can happen is that they say they have an agent already. Aside from one single second of potential awkwardness, you’ll still be able to continue to have a great relationship with them. And who knows, after a time you could become their trusted agent.
If they say “No”
“I’d like to be that person. From time to time I come across valuable real estate information that everyone finds helpful. Would you like to receive that?”
Make sure to get a home address and phone number so you can add him or her to your Referral Maker real estate CRM database.
Always follow up with your new additions
Once you have their information, remember to send them a personal note. Although it only takes a few minutes, this personal gesture has a huge impact, reaffirming your commitment to serve your clients while building the trust that is essential to a lasting relationship.
Not sure what to write? Here are a few examples to get you started:
• It was a pleasure meeting you today. I’m excited to include you in my Client Appreciation Program and am looking forward to building a great relationship. It’s a good life!
• A brief note just to let you know it was a real pleasure meeting you at the housewarming party for Bob & Linda. Because my business is built strictly on referrals, I have the good fortune of always working with great people like you. With this in mind, I look forward to staying in contact with you on a regular basis.
Add them to your Client Appreciation Program
Send them an Marketing Flyer each month and over time work to deepen the relationship.
Following up with your clients has never been easier with Referral MakerTM CRM. This program allows you to update information, set call reminders and make notes on each client so that you can be prepared for your next call or Pop-By. Referral Maker is a real estate CRM designed to help you track your numbers, update your database and Work by Referral with ease. Click here to learn more and to start using Referral Maker CRM today.