Did you ever Talk to the Client you Referred to Me?
Referrals are a recognition of good marketing and sound business practices, whether from former clients or from our online presence. I have been fortunate that I have gotten several referrals recently and almost all have been well qualified. There have been a couple lately that have me wondering if the referring agent had ever talked to their client.
A referral is sent when an agent has someone that has a need outside the immediate sphere of an agent. Presumably that person is selling due to relocation and the agent offers to find a qualified agent in the new area that will take care of the needs. This is preferred over having a relocating client have to scramble to find someone to help them. If the referring agent does their work properly, the new agent will have the contact information as well as the need essentials of the client so that the search can be started well in advance of making the move.
With some of the referral contacts I have received, it’s as if I were doing blind marketing to solicit business. The prospect did not recognize my name and was not expecting a call. The agent that sent the led was all too happy to ask for their referral fee, but that seems to be the extent of their research.
The transition from one agent to another should be seamless and communication done well in advance so that the client recognizes that people are trying to help them. This makes them less apprehensive about the new agent and less negative with the move.
If you get a referral from me, that is the extent of the work that I will do in advance. Find the time to do the same for the ones you send out.
Did you ever Talk to the Client you Referred to Me?
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