I've been putting agents together left and right (or east and west?) for the last several months via the SWS Referral Network (Network? What Network?). Some of the referrals have come together, but many haven't.
Why haven't they? Oh, the usual reasons - the client found an agent on his own, the seller didn't have as much equity as he thought, the buyer's lender decided it wasn't the right time to buy(!), the job transfer didn't go through, or the client decided to rent for awhile before buying.
Of course, these are all perfectly valid reasons for a perfectly good referral to crash and burn.
But... but... but... I'm thinking there's another reason some of these SWS referrals haven't resulted in a client for one and a referral fee for the other.
As I've been checking in with the agents who have used the Network to see how the referral is going (or not going as the case may be), I've been told more than once that "I gave the contact information to my client." In other words - the referring agent (the guy or gal with a client to refer) simply passed on the names and numbers of the agent(s) in the referring area to his or her buyer or seller, and called it a day. That is - THEY NEVER MADE CONTACT WITH THE AGENT(S) THEMSELVES.
Do YOU make contact with someone before you refer to them? If so, why? And what do you say or ask? If not, why not?
Please share your thoughts!
RELATED BLOG: Ten Tips to Being a Good Refer-ee