Why do I need your Referral? I already have a phone book...

Real Estate Broker/Owner with Realty Arts NC Broker License #235526

Phone Books

Seems like a lot of Cold Call Referrals making the rounds lately.

As if local folks can't reach out to local folks.  Au contraire: We have ways.

That's right.  I have a whole stack of phone books.  Cary, Raleigh, Apex, Morrisville, Holly Springs, Durham, Garner; I have them all.  If I wanted to call someone with whom you have never spoken; if I wanted to make contact with no information, just a name and a number; if I wanted to make a cold call to someone who is definitely NOT expecting to hear from me....

Well, I have that opportunity already.  I have a stack of phone books. 

I can leaf through them, close my eyes, and stab a page with my non-dialing index finger.

I can apologize for bothering a nice person who never planned to hear from a Realtor. 

When she asks, "WHERE DID YOU GET THIS NUMBER!??!"  I can say, "I let my fingers do the walking."

I can do that without invoking your name. 

I can be the fool without your help.  Without the tedious dickering over whether you get 25% or 30% of the income I develop from this frigid, frozen, frost-bitten, sub-zero, unqualified by a caring professional referral agent, cold call.

But, thanks for the opportunity.  Not.

If you actually had a client in need to hand off, they would have seen how hard I work with folks who need real estate help.

If you actually qualified the "referral" and the "referral" was expecting a call from a great Cary, NC real estate agent, you just might have been a hero.

As it is, you haven't made any friends here.  I am unimpressed and embarrassed.   The poor client is certainly unimpressed, and I have made certain she will remember YOUR name.

Do yourself and the industry a favor:  If you have the hankering to make a referral, do the front end work, and make it a real referral.  Bring value and earn the fee.  It's that easy.

And, have fun doing it!  I had fun writing about it!!

Posted by



Scan the QR Code with your Smartphone to Email MeQR CodeMike Jaquish, REALTOR®

919-880-2769 www.RealtyArts.com

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Independent Broker/Owner, Realty Arts

130 Towerview Court,

Cary, NC


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Linda Jandura
Raleigh Cary Realty - Apex, NC
Realtor, North Carolina Buyer & Seller Specialist

Mike, I think what you're talking about is those phone calls we seem to be getting more of where a Referral company has "several qualified buyers" ready to buy a home, but for some reason, haven't been able to find ONE realtor in Cary that will help them! So this company is looking for that one agent who will EXCLUSIVELY repreent them, (all for the low low price of ?)

Yep, cold calling would be just as effective, and certainly cheaper.

Dec 04, 2009 10:57 AM #2
Mike Jaquish
Realty Arts - Cary, NC
919-880-2769 Cary, NC, Real Estate


We never come off looking good when we squabble about money, do we?

Thanks for coming by.

Dec 04, 2009 10:58 AM #3
Mike Jaquish
Realty Arts - Cary, NC
919-880-2769 Cary, NC, Real Estate


I wish.  Lead sellers are a whole 'nother blog-in-process.

Unfortunately, I have been on the receiving end of a few unqualified cold call referrals this year, from licensed agents.  My bad for taking them....

Dec 04, 2009 11:03 AM #4
Claire Hanes
Raleigh Cary Realty - Cary, NC

Hey Mike,

First, I love the photo! Nicely done!

Second, as always, witty and entertaining while making a very valid point. Funny thing was, I had been licensed about 3 days when I got one of those calls and then another one a few days later. What on EARTH!

Dec 06, 2009 06:53 AM #5
Mike Jaquish
Realty Arts - Cary, NC
919-880-2769 Cary, NC, Real Estate


I took a photo of 3 phone books on a table, and later went to an office in N Raleigh where I saw this stack of phone books ready for recycling.  I asked permission to come back in with my camera and shoot the photo.

Be wary of agents with unqualified referrals who are shopping a name, hoping to collect an easy 25% or more without bringing any value to the transaction.

And the lead sellers?  They are even lower. 

Dec 06, 2009 08:48 PM #6
Karen Kruschka
RE/MAX Executives - Woodbridge, VA
- "My Experience Isn't Expensive - It's PRICELESS"

Mike  I won't accept them, because I realize an agent in Ohio does not have a valid referral in Virginia - I always inquire as to the relationship - I refuse to get burned

Dec 07, 2009 07:46 AM #7
Mike Jaquish
Realty Arts - Cary, NC
919-880-2769 Cary, NC, Real Estate


I guess I needed to touch the stove a couple of times....

Dec 07, 2009 09:27 AM #8
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919-880-2769 Cary, NC, Real Estate
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