Elaine Manes wrote a blog about how to give Realtor referrals to sellers when she works with many realtors. How do you choose whom to give the referral? Thanks Elaine for spurring on the thought.
My comments on her blog were as follows: "Sitting both sides of this fence. Here is what I would say as a Realtor. I would prefer you hand pick the Realtor for the client and if the client trusts you enough to ask, that is what they would like. The seller is really saying - We are asking you to pick someone you think can get the job done for us, pick someone you would trust with our personal LIFE ALTERING decisions, etc. Having said that...THAT is how I choose the Stager for the client. My stagers pretty much can work with anyone but sometimes there is an obvious FIT difference. My being a Staging oriented realtor who CAN stage makes it easier to bridge that gap sometimes, but it's easier just to make a more obvious choice by matching personalities. Thinking about what's best for the client first makes it an easier decision for the client, The stager or realtor may not always understand that but...the referral asked for by the seller is not about what the stager or Realtor want, right? It is for the client.
First and foremost who is the Realtor whose listings always sell? The client is actually asking you for a referral for someone to SELL the property, not just list the property, right? That is now your question. Which of my Realtor clients would best fit with this client, lifestyle, price range and other factors and you choose accordingly? Which Realtor can handle the personality type of this client? It is about the "FIT" of client and Realtor that makes the relationship work with them and with you. The Realtor choice is probably obvious to you as you are a terrific and attentive professional stager and you KNOW the client by the time you are at this stage. So, let your gut be your guide and the touchy part is the script you must prepare for all your realtors. Be honest.
"I take a referral very seriously, the client has told me particulars about their situation and special needs and asked me to find them someone to help. I only wish I had a referral in your area, Susan...and I am working on increasing my business so I will have referrals for you OR all my Realtors next year." or something like that, I am sure one of you ould say better, but you get the gist.
A couple of the comments on Elaine's blog were about NOT giving a referral. There is a person in my real estate office that feels that way. They feel that they might give a referral and if it turns out badly the client will blame them. That is always a possibility of course. Do YOU ask for referrals? Most of us do. Why is that? Let's think about it.
When you ask for a referral of a plumber - you want someone trustworthy, honest and with fair pricing, right? After all, they are in your home and you want to be able to trust them with your privacy, possessions and family before you let them into your home.
When you ask for a referral of an attorney - you want someone trustworthy, who will tell you the truth no matter what; honest and with fair pricing and you want them to be an advocate for you, right? You are trusting them with your life and assets.
When you as for a referral of a CPA - you want someone who has a similar approach to money as you do, (i.e. conservative, a little bit of a risk taker, etc.), honest, trustworthy, tell you the truth and work as an advocate on your behalf. You are trusting them with your finances.
Seeing the theme here? When you ask for a referral you are really saying that you don't know anyone in the field you are asking about that you know well enough to trust and handle your needs the way you need them to. You are thinking the person you have developed the rapport with that you are asking for the referral now knows enough about you to help you with that. You are asking them for someone they know, trust, is honest and an advocate and would work for them the way they would work for you.
THAT is a really big deal. And not one I would take lightly. It tells you THEY TRUST AND VALUE YOUR OPINION. If you do not have anyone you would refer after all that, they wonder if it that you don't trust them with your referred people or you don't trust the people you use for those services. Be careful, it is often the unspoken that makes people's impression of you. You may not mean to be giving an impression about the people you work with, but if you are unwilling to refer them you might be. So, it's ok not to refer, but if you know professionals that would be great matches for that client, why wouldn't you?
TERRYLYNN FISHER, Diablo Realty, Realtor, Staging Specialist - CSP/Realtor (Certified Staging Professional), CRS (Certified Residential Specialist), SRES (Senior Real Estate Specialist). Terrylynn is in her 30th+ year in real estate, works in ALL kinds of markets and has a referral directory of Realtors who use similar marketing in your hometown too. She can be reached at 925 876-0966 for referrals or questions.
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Terrylynn- Thanks for your very passionate response to my post. Having been a Realtor myself, before I started staging full time, I know how you rely on referrals. I think the relationships I am starting to form with Realtors is more than just a "you scratch my back and I'll scratch yours". I am learning about them as people, not just as Realtors, and if I can help them and their business, I will do it. Will I be at risk if I refer someone and it turns out badly? Yes, but that is a risk I am willing to take. I'm in this business to help people, and if someone asks for my help, I will give it. I understand that not everyone feels this way, and I understand and respect their right to run their business the way they feel comfortable.