Zoom Call With Buzz Mackintosh Managing Referrals
The Nov 2 Zoom call was a roundtable discussion on managing and placing referrals. Buzz Mackintosh was the primary speaker and he offered his experiences with conventional and corporate referrals.
With Corporate referrals there is a vetting process and agents must be properly introduced to the procedures that a referral company wants followed for their clients. They gained the business because their presentation to that company was chosen over other companies and assurances that the client would be treated well and have a very well qualified agent handling the transaction.
A conventional referral is as would be expected, but many times the call is made and the hand off to the agent on the other end doesn't get into enough depth to satisfy the agents on either end.
With agents that are with a national brand there is a feeling that the receiving agent is qualified but still the agent doing the referring needs to make a call and ask enough questions aside from referral fees, to ensure that the client is handled well.
From there the Zoom call went into a round table format with some of those on the call offering their experiences with referrals, most of which were between ActiveRain members.
Margaret Rome offered an example:
She had a friend who had a relative trying to sell a home in the Boca Raton area. This seller had been on market for over 6 months and still was not getting it sold. Margaret reached out to Elyse Berman, who wasn't particularly comfortable with the area, but as it was a qualified referral from a trusted friend she took the listing. It went under contract quickly and all were quite happy.
Buzz Mackintosh also offered an example
He had a couple that were relocating from Fredericksburg MD to Aiken SC. He reached out to an agent that he knew that had also relocated to that area and as luck would have it not only was he willing to accept the referral, but it was a couple that were friends with him before he had relocated.
The point Buzz kept emphasizing was the necessity to thoroughly vette an agent before sending forward a referral. This is essential to not only help the client but to prevent a negative backlash if the referral goes sour.
He also stressed the need to use all avenues available to find a good fit. Whether it be the role of a National brand or strong designation group, finding the right fit is important.
Zoom Call With Buzz Mackintosh Managing Referrals
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