You’ve probably heard people preach about the power of optimism a million times. But did you know that a positive disposition can also give you tangible results when it comes to referrals in the real estate industry? Take a look at these pointers to help you build that positive attitude and learn how to build on sources for referrals in real estate without even asking!
• Lose that pessimistic outlook. Let’s face it: knowing what the economy’s doing to the real estate market may put a damper on your mood. Maya Bailey, PhD., author of Law of Attraction for Real Estate Professionals, thinks the opposite. Instead, her advice is to believe that people will show interest in your listings or that your sales pitch will push through, no matter the odds. Be informed about market news, but don’t let it hold you back. This will help distinguish you from other agents who are pessimistic about transactions. When clients notice your optimist attitude and confident strategy, they’ll be more than glad to continue working with you or refer you to other people.
• Think outside-the-box. Promote the services that are unique to your company. Use your real estate blog to spread the word about special deals or courtesy services you have when selling a property and tweet answers to FAQs about your services, community or listings to show clients that you know your market from top to bottom. If you don’t think these are enough to distinguish you from competition, add reliability to your list of strengths. Be prompt about following up on interested prospects and really get to know your clients so that you can anticipate their needs. This forward thinking attitude helps set you apart and will encourage clients to refer you in the future.
• Turn negative situations around. It’s not the end of your business if something goes wrong. Just like every other industry, real estate has its own complications, so be solutions-oriented. Zero in on what went wrong and what your client wants so you can fix it as soon as possible. Sometimes, people don’t want to give referrals because they don’t want to be blamed if their referral doesn’t work out. But if you are a person who can work through even the most complicated problems, you give them good reason to give you genuine and legitimate leads.
• Connect with your colleagues. Staying in touch with other real estate professionals is mutually beneficial for everyone. As soon as you meet a new contact, plan ahead on what projects you can possibly work on together. Participate in online discussions on Active Rain, Trulia Voices, Zillow Advice or other real estate forums so that your colleagues can learn of your specific areas of expertise and can help refer you just as you do the same for them! By participating in online communities, your professional input will also be of value to home buyers and sellers that are looking for expert advice online.
• Don’t always ask. It's not always good to be over-aggressive. During parties and social events, if you're blatantly obvious about asking for referrals it can be obnoxious to others who are there just to have a good time. At most, exchange business cards so that these new connections can contact you when they do need help. Instead of aggressively marketing yourself verbally, let your actions speak louder. Stay in touch with past clients and new contacts to show them that your concerns aren’t limited to business deals.
• Keep people updated. Send out information about your open houses, events, promos or new offerings so that prospects and clients feel that your company wants to share your expertise with them. When people look at you as a reliable source of information, they’ll be happy to put in a good word for you, even without your asking.
Obtaining referrals can be tricky, but don’t make it the be-all and end-all of your business. Honest and efficient service to your clients and openness to prospects are the first steps to assuring people that you are worth referring. Focus on what you can offer first and you’ll have little to worry about when it comes to people spreading word about your real estate company.