I was taught years ago that there are 3 stages to building a great referral source: 1. Make them know you. They must hear your name, see it in writing, see your face, and/or meet you in person at least 5 times before they will recognize and remember you. 2. Make them like you! This takes some effort on your part. What have you done for them lately? Do you stay in touch with useful information? Are you friendly and helpful? Do you remind them to set their clocks forward in the Spring or back in the Fall? Do you publish a neighborhood newsletter? Let them know about new listings or new neighbors? Do you shake their hands or greet them at church? 3. Make them love you! This is the fun part because you are really becoming more than a Realtor, you are becoming their friend. You've done something special for them; sold their home, helped them purchase their dream home, guided them to better financial stability, and proven that you care about them and that you take your job seriously! You have given them a thank you gift and shown your appreciation for their loyalty. Now they think you are the greatest and they recommend you to all their friends and family who might have real estate needs. But it doesn't stop there! Every time they send you a referral (whether it pans out or not), send them another thank you immediately. By working this plan, you will have to work a little less hard to find your next listing or sale prospect! It has worked for us, Bob and Gail McLain, in Columbus, Georgia, Phenix City, Alabama, Harris County, Georgia, Fort Benning, Georgia, and Fort Mitchell, Alabama, where we are Relocation Specialists and licensed Realtors!
Good information, Gail! We are always wondering WHY we do not get some referrals after meeting friends of our past and current clients. It takes MORE than just the first meeting. You must get permission from those contacts to ADD them to your mailing list, regardless of snail mail or email. Once, you do get their permission... they will be more receptive to talk about you OR just remember YOU when real estate is the topic.
The hardest part, I think, is the second step. Anyone can drip market to get their face recognized, and once you have a friend, it's easy to build upon that. But going from acquaintance to trusted advisor is the most difficult part - building rapport to the point of trust takes a lot of energy and dedication.
Thanks, Dan. You are right about the permission. In fact, we have an information sheet that we take to every closing and ask our clients to complete with their email addresses, birthdates, anniversary date and children's names and birthdates. This gives us another good follow-up source.
Comments(3)