We always discuss prospecting for new business and the many methods everyone uses. We all have our favorites. Some of the most frequently used by me would be direct mail marketing to search for new listings; online marketing to complement those postcard mailings; and open house events that deliver new buyers and sellers to us every weekend.
However, the most important source of new business is our "referral business." With each sale, your final words as you’re leaving the closing table should be that “if you were happy with my services, I will always appreciate referrals.”
If you don’t ask for the business, some folks just don’t think of referring, and that would be a missed opportunity. Your goal should be to have many “bird dogs out in the world that catch the scent of a live one and deliver it to you.”
Referral business is the best business. It’s a vote of confidence from someone who has had experience with how you work; and it’s like having a promoter working for you and setting you up with new contracts. The best part of having referral business is that it multiplies faster than rabbits, if you remember to ask for it.
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