Making agent referrals is not a random process.
The steps I take in choosing the right referral agent
For the most part, when someone needs an agent out of the area, my mind immediately thinks of an ActiveRain member. My mind has learned to “map” where my favorite AR peeps live and work.
If I need to make a referral to an area where someone in the AR community does not immediately come to mind, I will call an ActiveRain member in the general area and ask if they know of someone they can confidently recommend in the area.
I recently needed to make a referral. The client I was referring was referred to me by a probate attorney. The client I was referring was moving to an area I thought Debbie Laity could manage. It turned out it was close to but it was not in an area she serves. However, Debbie raved about another agent who does work the area and suggested I refer my client to that agent. Debbie was not just giving me a name of someone she knew. Debbie had referred people to the agent and had the first-hand experience to confidently recommend her.
I called the agent Debbie recommended. She was responsive. That was a good first sign.
We had a lengthy discussion about my client’s needs. My referral process boils down to a highly consultative approach. I ask a lot of questions.
Having worked with my client as the executor of his uncle’s estate, I got a good feel for his personality. Sometimes when I talk with a potential referral agent I get a strong sense that they would not be a good fit working with the people I am referring to them. In this case, I knew the agent Debbie recommended would be a great match.
My client closed on the purchase of his home earlier this month. I already knew about the closing because my client shared it with me on Facebook. However, the agent called to tell me the sale closed and that she would be mailing the referral check in a couple of days. She also expressed how much she enjoyed working with my clients.
It was a perfect match. My client raved about the agent I referred as well.
As Debe Maxwell, CRS refers to referral income, I expect to receive my “mailbox money” before the end of the month.
Making agent referrals is not a random process. It takes time, effort and dedication. It is not like throwing a ball over the fence and hoping someone is on the other side and will throw it back.
Making agent referrals is about having a network of professionals at my fingertips, knowing what my clients' needs are, and finding the agent with the work style and personality that fits with my client.