asking for referrals: "I'll Take Great Care of Your Business" versus "I Need Your Business!" - 09/09/10 01:22 AM
Yesterday I promised to follow up on my blog "You Gotta Ask for What You Want, Right? Eh, not always."
I ended the blog with the assignment to read thru some of the more popular Referral-Begging scripts, and then say them out loud. To refresh your memory, here they are:
"Do you know anyone who needs to buy or sell real estate?" "Do you know anyone moving to my area who could use my services?" "I build my business by referral; will you please keep me in mind if you hear of anyone buying or selling?" "I'm never too busy for … (14 comments)

asking for referrals: Prospecting - If it Feels Wrong, DON'T Do it! (The Go-Giver Chronicles continue) - 09/02/10 05:01 AM

Quoted with permission from Go-Givers Sell More by Bob Burg and John David Mann:
"You may have been taught that to be successful in sales, you need to "step outside of your comfort zone." Let's reexamine that idea. If you push yourself to a place that makes you uncomfortable, chances are pretty good you'll end up making the other person uncomfortable, too. Consciously or not, they'll sense your discomfort - and attitudes are contageous.
We human beings tend to resist discomfort; in fact, we'll typically do anything to avoid putting outselves in uncomfortable situations. Why base your entire career on … (54 comments)

asking for referrals: Why Begging for Real Estate Business Is Wrong and What to Do Instead... - 01/10/10 11:44 PM

If you've been around my blog for more than five minutes, you probably know how I feel about Begging for Business or Referrals. I don't like it. I don't think you should do it. I don't think you need to do it. I think it makes you look unprofessional, needy and, well, I'll say it again, unprofessional.
Was I clear?
Actually, probably not. When I use the word "beg" I'm not just talking about the literal definition of the word where you accost everyone you know and meet, and sob on their shoulder about your lack of business and beg … (18 comments)

asking for referrals: How Can a Lender Earn My Business? - 01/15/09 01:07 AM
Because I teach real estate agents how build a business based on their Sphere of Influence (SOI = the people they know and the people they meet) as opposed to marketing-to-strangers, I'm often approached by new or newer lenders asking how they can successfully persuade US (the REALTOR community) to give them a shot.
Frankly, I'm always stumped by the question. Traditional lender prospecting techniques simply don't work - at least in my experience. Offering daily rate sheets or open house brochures won't do it. Nor will weekly newsletters - printed or emailed. Sure, I appreciate (and will use) the information, … (26 comments)

asking for referrals: There's No Harm in Asking, Right? - 07/31/08 11:04 AM
Okay, okay, you are all tired of me ranting and raving about the sins of Referral-Begging and Referral-Bribing, which in my opinion, just annoys and irritates your friends. Oh, and a nice side-benefit; it advertises how desperate you are for business.
Of course, I hear all the time; "There's no harm in asking!" or "You gotta ask for what you want if you expect to get it!"
I disagree. I think there's all kinds of harm in asking, and no, I don't believe you always gotta ask for what you want. But I've written thousands of words on this topic already...
(25 comments)

asking for referrals: BE the Person Your Boyfriend Wouldn't Dream of Cheating on (yes, it's real estate-related). - 07/01/08 12:05 AM
A long time ago, in my early 20's (egads, nearly 20 years ago), I was dating an equally young lad from Ireland. He was planning a "holiday" (as they say in Ireland) back home for three weeks. As an insecure young lass, I was terribly worried that he would meet back up with his high school sweetheart and, OMG, CHEAT on me.
So, I did what every other immature young woman with a boyfriend does... I whined, I pouted, I threatened, I begged him not to cheat on me while he was gone. Every day for a month, I "reminded" him … (25 comments)

asking for referrals: Asking for Referrals versus NOT Asking for Referrals - Which is more risky? - 06/25/08 11:59 PM
I was interviewed Monday on Real Estate Radio USA (listen here) and in the middle of the interview, I had an epiphany about Referral-Begging... (I love epiphanies, don't you? Although perhaps in the middle of a live national radio interview, the timing might not have been the best).
Anyway. Back to my epiphany. It's about whether or not to ask/beg/bribe your friends for referrals, which as you probably know, is a practice I'm adamantly against.
Yesterday, my seller client (whose house sold in TWO DAYS, yay!) sent me an email asking permission to give my name to two friends who are … (22 comments)

 
Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) Rainmaker large

Jennifer Allan-Hagedorn

Author of Sell with Soul

Pensacola Beach, FL

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