You Gotta Ask for What You Want, Right? Eh... not always

Hi Jennifer, great blog post.  What I hear in those sentences is desperation, coming from a place of scarcity.  I would much rather call a past client and ask how there home is, how they are, etc, than ask for a referral.  Most of our past clients don't think twice when they hear of somebody that could use our services.  Have a great day!

Your friends in Fort Wayne

The Christiansen Team

Jennifer, I always thought I was crazy because all those scripts do sound like the words of a desperate person.  I'll stay tuned!

Have you ever met an insurance salesman who left without asking for a referral?

Thanks for your encouragement.

Sonny Landau

Saint Louis Painting

Have a WONDERFUL DAY and thanks again.

Jennifer:

I'm in agreement with your statement about calling or writing people with the sole purpose of asking for referrals even though most sales systems suggest you do so.

How about at the end of a conversation or the last paragraph of a personalized note, Oh by the way, I'm never to busy to help you or your referrals when needed. Borrowed that from Brian Buffini but I think it's a non intrusive way to offer services as kind of a passing thought while still putting the thought in your clients mind.

Do you find unless it's opportune timing most of our clients don't need our services frequently enough to have us be at the fore front of their mind when referral opportunities are presented to them even if we do stay in touch on a monthly or quarterly basis?

all the best,

Herb

Jennifer:

You made a strong good point that Always Works ... Thanks for the reminder.

I sorta think that constantly reminding friends that we need referrals is also insulting to the friends.  They all KNOW we are in the referral business.  The BEST way to get referrals is to provide the absolute best service you can to your existing clients, and then stay in touch with them - as a friend, not a referral beggar.  Ick!

Good morning Jennifer,

Great post!! Of course the BEST way to get referrals is to provide SUPERIOR service but you have to educate them into understanding your business is based on referrals..turn those raving fans into referrals!! If you don't ask you can't receive!

I can't imagine saying any of those things to my SOI.  It would come off as not being me, a.k.a., scripted.  That being said, it is also too easy to slip into the other extreme of never talking about your business with your SOI, so very few actually know what you do.  The key, in my mind, is to find meaningful ways to stay in touch with my SOI and show how I do business and how I can help them (and their friends and family) to navigate through real estate. 

@JA - I never like the "Oh, by the ways".... That's almost speak the loudest to me, at least. You know how I feel and act on this subject.

"please please please please send me business" I am on my knees!

Do your job well, and stay in touch and the referrals will come.. You do not have to beg, you just need to be the expert, the "go-to" guy/gal with the answers.

And treat everyone the same... as if you were doing the deal for yourself or for family.

None of those questions sit comfortably with me.  I would feel sooo stupid asking them.  Referrals will come after if the referrer trusts you and knows you.  Great post as usual :)!

All those "scripty" things just don't come out of my mouth right.... If you just do a wonderful job and people love you when it is over, they send their friends and family to you! 

PS - Our local library has "The Go-Giver" as a downloadable book.  Getting it tomorrow!

.......and one of these days, those people might just stop answering your calls!  

And as I am reading the above response, I re-read the Go-Giver and really forgot how much I loved it the first time around, thanks for reminding me.  So, I went out today and picked up the sequel  Go-Givers Sell More.  Equally awesome!  I have a feeling you are going to put together a really great series on this!!!! 

We do have a tendency to think a like some times, dont we?

We get many emails from other agents with the ...Oh by the way, I'm never to busy to help you or your referrals when needed." and it doesn't sound or feel right for us personally. Our clients know us, trust us and refer us without the begging asking - not that feels right.

I just spent 7 weeks taking a training course that taught us to ask for business from everyone I know.  Then I read Networking Like a Pro, and was taught to help others and they will help you in return, without me ever having to ask.  I think this newest method would work best...