Today's email brought a couple of messages that came through the Active Rain system. I deleted both before I thought about them, but think they were both from the same person. He said he was an agent in New York and wanted referrals.
And that's pretty much all it said.
That got me to thinking about agents prospecting for referrals from other agents. Obviously, his way wasn't the way to go about it, but what IS the right way?
I would think prospecting to other agents for their referrals would involve a few things.
One would be a statement saying that you've read the agent's bio and blog posts and think that he or she is someone you would be comfortable sending referrals to. In other words, make an offer to give before you make a request to receive.
Next would be showing those agents why it would be wise to refer to you by first telling something about yourself and your own dedication to serving clients well. It could also include a promise or two. For instance: "Should you refer a client to me, I promise to keep you informed of our progress in finding/selling a home."
It might not hurt to include a five-star testimonial or two.
After that, how about an invitation to visit your website, blog, bio, etc. – with the links included. It always drives me nuts when someone invites me to visit them on Facebook, LinkedIn, or even Active Rain – and I'm supposed to go find them. If you want me to visit – send me a link!
And we mustn't forget incentive - It should include an offer of payment for those referrals.
If you're prospecting for referrals from other agents, treat it just as you would prospecting for new listings – answer the unspoken question: "What's in it for me?"
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