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How to get referrals

By
Real Estate Agent with Howard Hanna
I decided to write this blog after reading on about referrals. The blogger was concerned about whether or not they should ask for referrals or not. Some people responded that they did not ask for referrals and that they just came. Well I responded with the saying "A closed mouth does not get fed" You are a small business owner and you need to market your product-You. I have alot of things keeping me busy and just hoping someone thinks about me is not going to get me fed. You don't want to be pushy and have people avoid you. So I have some tips that have worked for me. Most people who know that you are in real estate will ask you how is business or my favorite how many house did you sell so far. My response is business is great those who want to buy are buying and those who want to sell are selling. So WHO do you know that is interested in making a move. Always ask open ended questions, questions that need a response not a yes or no answer. Another response I use when asked how many house have I sold I come back with the question how many referrals do you have for me? Networking is a great way to get referrals. You have to be personable and outgoing in this business. Go to community networking events and meet people. Bring plenty of your business cards, appointment book, a note pad and something to put all the business cards in that you will get. Talk to people ask them about their business first, what services they offer, how long they have been in business and try to make some connection with them, find a commonality, then ask them how you as a Realtor can help them with their business. I am sure one day one of your clients is going to need thier services someday. Then tell them about you-and what services you could offer their clients based on the type clients they might have. Leave conversation with a mutual understanding that you are both interested in assisting each other to help each others business grow. Then send on the back of their business card write a discription of them and reminder of your conversation. Then move to the next person. When you are in a networking enviroment it is expected to talk about your business and get referrals. When you go back to the office or home write that person a little note saying it was nice to meet them briefly mention a highlight of the conversation and ask for a referral. Then keep in touch and refer someone to them when you can. However, when you are not in a structured networking environment you need to be able to start dialog. Say your in line in the grocery store maybe comment on something the cashier or the person in front of you is wearing. Your necklace is beautiful you know I just sold a house to a woman who had one similar. That opens the door and gives you chance to hand out a business card and ask "Who do you know who..... if they know some one get the person you are talking to name and number and so you can call them later. If they can't think of anyone at least you can call them later. Always take the time to hand write a personal note with your business card and ask for referrals. Thanks for reading my blog and I hope this is helpful.
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Team Thayer Key Realty Group Inc
Key Realty Group Inc. - Eugene, OR
We will sell your house faster for more money

The best way to get referrals is to do a great Job....... but you still have to ask!!!

Justin Thayer

Apr 18, 2008 06:21 PM
Christine Hart Howlett
Painesville and Eastern Lake County - Painesville, OH
Keller Williams Greater Cleveland NE

Sonja, great post!  I hope we meet sometime at a company function.

Chris Howlett
Howard Hanna Smythe Cramer
Mentor Ohio office

 

Apr 18, 2008 06:24 PM
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes
You are right, a peson must ask. Otherwise the referrals may never show up.
Apr 18, 2008 08:26 PM
Lori Isaacson
Credit Restoration Consultants - Plantation, FL

Hi Sonja,

Thank you for that post. I am always asking for referrals from anyone I speak with. I am so proud of the work we do that it is easy to get excited when I share with others. I truly believe you need to love what you do to get excited. If you have any questions on credit repair, credit restoration or any matters pertaining to becoming credit worthy do not hesitate to call me at Credit Restoration Consultants.

Regards,

Lori isaacson 954-449-9987

Aug 25, 2008 05:39 AM
Greg Fox
Realty World Wichita - Wichita, KS
Techy Broker in Wichita Kansas

I advise my Realtors to ALWAYS wear a name tag.  Just having that identity often sparks a conversation...

Aug 25, 2008 05:43 AM
Dawn Isenhower
Sibcy Cline Realtors - Milford, OH

Thanks for the advice. I love the approach of "Who do you know..." versus "Is anyone you know planning on buying or selling?" Open ended questions are best. This is something that I have been working on for the past 2 weeks.

Aug 25, 2008 03:33 PM
DEREK CHAPMAN
RE/MAX Realty Professionals - Wichita, KS
Aug 27, 2008 02:53 PM