5 ways to get more referrals

The easiest way to get business is by referral. Referrals are far more likely to work with you than people you've cold called because they've already heard from someone they trust that you're the right person to work with.

Imagine this conversation.

     Stranger: I'm thinking about selling my home.

     Our Referral partner: Really? My friend Wayne tells me it's a great time to sell.

     Stranger: I think the time is right for me. How does Wayne know it's a great time to sell?

     Our Referral partner: Well, he and his wife are real estate agents in Clark and they sell a lot of                homes in your area. 

     Stranger: Hmmm. Are they any good?

     Our Referral partner:  They're fantastic. I've referred Wayne to lots of my family and friends and          they've always been thrilled with him. He works hard and is a great communicator - he doesn't                     leave his clients feeling out of the loop.

     Stranger: Can you give me his number?

Now imagine this conversation happening 3-4 times a day. 

So who are these referral partners and how can you get them?

1. Your Sphere of Influence. This should include your family and friends and you should be reminding them to refer you at least every few months. Don't forget your Facebook and Instagram friends.
2. Your satisfied clients. Keep in touch with them often, and remind them to refer you.
3. People you do business with. Some of our strongest referral partners are mortgage representatives, inspection companies, and attorneys with whom we do business. 

Still want more referral partners?

1. Consider formal networking. Groups such as Business Networking International can provide you with a nearly limitless source of referrals. Through weekly meetings, the members get to know each other and develop relationships so that each member is comfortable referring the other members business. 
2. Ask for referrals. If you don't ask people to refer you, they won't think of it. Give them something specific - "Your neighborhood is one I do a lot of business in. Would you refer me to any of your neighbors that are selling their home?"
3. Ask for specific referrals. "Your son's friends are all graduating college. I bet his friends could use a good Realtor to help them find apartments."  "There are some great deals in the condo market. Who do you know that are empty nesters?"
4. Find ways you can refer business to other people. If you hear of  a friend with a plumbing problem, refer them to your plumber. If you have a neighbor who needs a landscaper, give them a name and number to call. Referral givers are the ones who get the most referrals.
5. Join Active Rain. Become the expert in your neighborhood. And then ask other Rainers to refer business to you. 

Networking and Referral Resources:

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The Wrong Way to Network