Who Do You Know (Part 2)
Yesterday I talked about the grand daddy of all referral questions, “Who do you know?” We talked about how 66% of all business generated by 95% of the successful agents come from 4 sources: friends, family, acquaintances, or a co-worker. That is 2/3rds of all business! We then talked about some tips to improve your ability to increase the consistency of these referrals.
Hopefully, you see the value of relationship marketing and making prospecting and customer service your top priority. The following, is an excerpt from an article by Julia Escobar for Broker Agent News that gives some AWESOME tips on questions to ask yourself to grow your referrals. Now you can start asking not just your customers, but yourself, “Who do you know who…?”
“Who do you know that:
- Is 25-34 years old, has a household income of at least $75,000 and doesn’t currently own a home?
- You do business with on a regular basis that you should have a reciprocal relationship with? (Doctors, lawyers, financial planners, dentists, shops, markets, restaurateurs, pub owners?)
- You could be connecting with? Have you considered joining your local rotary club, chamber of commerce or community organizations? There is a wealth of relationship building to be developed there!
- You haven’t reached out to in quite a while? If you haven’t yet systemized your prospecting to the point where you literally are carving out a short period of MUST-DO time each day to reach out to your customers and a monthly system of “touches,” then now is the time to start prioritizing your list. Segment your customers so that you need to reach in order of contact quality.
- Clients plus referrals: Those who have used your services and sent you referrals.
- Clients: Those who’ve used your services.
- Acquaintances: Those who are in your prospecting pipeline
All right, the “snowball” is in your court! Start asking “who do you know who?” Begin today to create that momentum in your business (and bank account) by using smart systems and strategies to build a strong book of business!”
Wishing you an AWESOME week!