There is a gap I refer to as the Referral VOID which is the chasm between knowing how to give and receive a referral and doing business the normal way. I have spent over 14 years in the Real Estate business and still marvel at how many in my profession do not understand the referral concept.
A referral is a transference of trust from one individual to the other. So how do we not only endear trust but make sure that when given a referral that trust is not betrayed. There are 5 Key Principles to keep in mind the next time you are giving or receiving a referral:
1. Treat them as a CLIENT and not a SALE. So many consumers have been burned in various transactions by the salesperson simply wanting to sell and not wanting to help. Recognize their needs upfront and help them fulfill their needs and not your own.
2. Do NOT pass our your business cards. Everyone has a business card and it does not result in new business.
3. Trust- Trust is built in small and big ways. Being on time for appointments and following through on Q&A from each client.
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(For the remaining principles go to: http://snipurl.com/akapc)
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