Real Estate Sales Advice- Always Ask For The Business
The transaction went off without any drama. As we were leaving the closing, the buyer commented on how much smoother her transaction was than her family member's. Was said family member buying a home in a land far far away?
Nope, try three miles from my office. "Doug, I'm sorry. we didn't know you worked with condos." Shame on me for not better educating my client. As agents we depend on a steady stream of business. Without said stream we risk a ride on the real estate income roller coaster. Here are some GREAT times to ask a current client for referral business...
- At First meeting-- I bring ALL my buyer prospects to the office for a buyer consultation meeting. My clients have found this shortens the time we look and reduces stress (they know EXACTLY what is coming). Near the end I ask, "As a local expert I help people buy and sell all over the area. Who do you know they may need a top real estate broker?"
- When they go under contract-- Usually this is when the client's regard for their agent is at its peak. "Hey guys, now that we secured your home, who do you know that is looking"
- The day of closing-- it's human nature to want to help others. After closing again seek business.
- A week or so after closing- I like to reach out and make sure the buyer has filed for homestead credit. "thanks again for the business, I would appreciate any referrals you might have."
While this may seem like begging for business or perhaps a bit over the top, current clients are a GREAT source of future business. Keep in contact with the client, and each year you will get consistent referrals from your database. Looking for a broker who will help you grow your business? Contact Doug Rogers with Realty Executives Bayou Properties (318) 613-1994 for a confidential meeting!
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