Prospecting

You have just listed and sold a house in less than a week. You know that you did an outstanding job getting the marketing released within the first 24 hours of taking the listing. You made sure that every agent on your networking list got a hot sheet about the new listing. Yet, you didn't get a testimonial or a referral, from that very satisfied seller, what happened? If you are not sure why your client didn't give you a referral or testimonial, you need to ask yourself the follow questions:
  1. Did you ask for the referral?
  1. Did you ask for the testimonial?
  1. Did you expect your seller to offer to write you a testimonial and give you a list of their family and friends that would benefit from your services? 

If you answered no to the first two questions and yes to the third one, that is most likely the reason you didn't get the testimonial or the referrals.  By expecting your clients to offer either a testimonial or a referral, without knowing that you want one, is an unrealistic expectation.

I will ask my clients for testimonial letters. If necessary I will help them prepare one for me. Asking for referrals is part of my job and the system I use with my Buyers & Sellers. I will make sure to ask for referrals at least three times during the selling process. When working with buyers,  I will ask for referrals at least three times during the home buying process. I will implement a Referral System into my real estate practice today and let my current and past clients know what that system is!

 


This week's document: Ask! It's A Verb, Not A Mystery!
 
Posted by Lu Irene on 04/30/2007 05:46 PM   Comments (3)   , , , , , ,  

3 Comments on Prospecting

I always ask my sellers if they mind a testamonial and I also have a referal sheet I use, I give it to them and ask them if they could please give me the names of any familr, friends or co workers they know who in the near future will be selling or buying a home. They usually give it to me with no problem!!

04/30/2007 06:26 PM by MAUREEN STACCATO Associate Partner Massachusetts (KELLER WILLIAMS OF PIONEER VALLEY)

This is a great practice to get into - just ask!  Before I became a business owner I learned to ask at the end of job/promotion interviews "Would you recommend me for this position/project?"  If I got an endorsement, great.  If not, I quickly found out what the weak points were and if I could do anything about them.  It is a great practice for anyone in a service industry.

04/30/2007 08:24 PM by Betsy Talbot (DelegateNow, Inc.)

You could also take it a step further and go in to the House Warming Party idea as well.  That way, it is something that is set up from the very beginning instead of something you spring on them at the end.

"Mr. & Mrs. Buyer, we're going to go out tonight, take a look at some houses, and then buy one.  45 Days later, I'm going to have a house warming party for you, all I need is a list of names, numbers and addresses of the people you would like to invite." 

05/01/2007 11:31 AM by Lu Irene (Corcoran Consulting & Coaching)

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