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Reasons You Might Not Be Getting Referrals

By
Real Estate Agent with ReMax Realtec Group

If you are interested in why you aren’t getting more referrals, then you will find tremendous value in spending a few minutes here.

Your sphere and database should be a big part of your real estate business.

If you are not getting referrals…you might be wondering why.

One  reason may be ...

Your Sphere Doesn’t Feel Important.

People like to feel that they are part of an exclusive club. Inside this exclusive club people can feel important, like an insider. They see benefits, perhaps priveledge. 

As 'the' insider, you have more prestige to invite others to join the club.

What are you doing to create an exclusive club for your sphere and past clients?

Making your past clients feel like they are “inside” and not just prospects or leads will actually help you generate more business, but also will be more fun.

  • Start a 'purposed' newsletter
  • Set up a Facebook group
  • Have a client appreciation party
  • Rent a movie theatre 
  • Invite them for a showing for the movie 'War Room' at your place of worship.

These are some ideas to get you started.

Best of Success,

Annette

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Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Annette Lawrence , Palm Harbor, FL 727-420-4041 ,

Excellent post. If your sphere doesn't hear from you to keep you top of mind when it comes to real estate or they are not feeling important to you..No Referrals! You are right you provided some good ideas to get started!

Jan 30, 2016 09:15 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041

Thank you Dorie Dillard 


Much of the problem originates with our reliance on systems.


They tend to stifle our spontaneous ability to touch those close to us.  We need to stay in touch in a meaningful way.

Jan 30, 2016 10:30 PM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

Annette Lawrence , Palm Harbor, FL 727-420-4041 Geesh! I guess I am not in your sphere; I didn't get invited to see War Room!  Great post!

Jan 30, 2016 09:35 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041

What! You didn't get the email? 


Thank you for leaving a comment.


 

Jan 30, 2016 10:32 PM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

I can do better with this, but some of the things i've done include: baking & dropping off Christmas cookies for all closed transactions in that year, having a winter BBQ at my house for past clients/friends who live in my town (that was FUN!), sending out flyers of things-to-do with personal notes on each. But my list is still relatively small since I've only been in business about three-four years. As it gets bigger, I find it harder to stay in touch. I have to put calls/etc on my calendar.

 

Jan 30, 2016 09:49 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041

"...harder to stay in touch."


Hello Kat Palmiotti . What you state is a reality we all must recognize. We have not the ability to create more hours in the day. It appears you are very engaged with staying engagedd with your sphere. I'm working on something that my prove useful in how we go about this. 


Thank you for leaving a comment.

Jan 30, 2016 10:38 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

In what other profession are these types of activities taking place?  I've always thought (and it has proven to be the case) that by providing an excellent sale or purchase experience at the time of the transaction, referrals will follow - and they have - in droves...

Jan 30, 2016 11:31 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Tony and Suzanne Marriott, Associate Brokers 

Such activity is happening in EVERY industry.

Making past clients feel special, important, valued, privileged is EXACTLY what loyalty programs are all about. Agents would be smart to maintain sphere loyalty by ensuring their past clients know they are special, important, valued and even privileged.

",, excellent sale or purchase experience at the time of the transaction, referrals will follow.."  That will not be the experience of most agents. Most will report the sphere needed some care and feeding.

Others will argue that 'next or last' is the only thing that matters.

Closer to home, those who do this in my area, TO ME,  are lenders, title companies, attorney, inspectors, stagers, home warranty companies, many of those lead generations systems, coaching companies...and on and on. They ALL want me to know how important I am to them and extend the privilege of special admission.

Jan 30, 2016 11:48 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Annette Lawrence , Palm Harbor, FL 727-420-4041 Sounds like the list of those who do this in your area are all involved with real estate.  Any examples outside of real estate?

Jan 31, 2016 12:13 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041

EVERYBODY does it.


Red Robin, Macy, Dr Koshman, Dr Mia, Ocean Honda, Black Fox Meadery, Big Cat Rescue, NRP, Gov Rick Scott, Rep Mike Bilirackas, Mayor Julia Buljowski and some not sincere offers from villains like Wells Fargo. to name a few right off the bat.


All present opportunities to let me know how important I am to them. 


Showing your sphere/past clients they are important is a good idea.


Tony and Suzanne Marriott, Associate Brokers 


 

Jan 31, 2016 12:45 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Annette Lawrence , Palm Harbor, FL 727-420-4041 EVERYBODY??  Isn't that like using the words ALWAYS and/or NEVER??!! 

Jan 31, 2016 01:56 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041

I trust you are getting the point, right?


If you need to rely on always and never, I will concede that ground to you.

Jan 31, 2016 09:05 PM
Anna Hatridge
R Gilliam Real Estate LLC - Farmington, MO
Missouri Realtor with R Gilliam Real Estate LLC

Thank you for being specific about what we can do often to help our clients know how much we appreciate them.  This is an area in which I really need to improve.  You suggestions make sense to me and have already spurred an idea. Thank you so much.

Jan 31, 2016 02:13 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041

Thank you Anna Hatridge for leaving a comment.


As so many have noted "TIME" becomes a factor. This will compel agents to realize not everyone on their past client list are in the inner circle. The top 50 need 80% of the time committed to this purpose.

Jan 31, 2016 09:08 PM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Annette

I think you are right on target that our sphere and past clients SHOULD be important, and perhaps also better understand how they can contribute to our continued success. I think many simply don't know how the business of referrals can and should work and don't think about making referrals unless reminded in a positive way. I have some new ideas, thanks to your post!

Jeff

Jan 31, 2016 02:45 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041

I agree Jeff Dowler CRS . I have found it a 'they do but the don't' situation. They know a bit about out business and even how hard it is, they simply don't know what to do to really help us.  "Could you introduce me to Mr Champion, head of the neighborhood watch" yields much better outcome in establishing loyalty than doing what we can easily do ourselves. People actually want to help, we simply  need to create the environment.

Jan 31, 2016 09:14 PM
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

Annette, great point. It would be really easy to make our sphere feel like insiders!

Jan 31, 2016 10:59 AM
Annette Lawrence , Palm Harbor, FL 727-420-4041

 BINGO!


Donna Foerster you SEE what feeling special even important does. IT can be as simple as a acknowledgment of a value characteristic that has been observed. It is REALLY cool to visit them months later to see 'the note' on the refrigerator.

Jan 31, 2016 09:17 PM
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

In our new agent training we stress - taking their current SOI and dividing it by 250 days . We want to teach them the systematic habit of touching it daily with a "What's new / How have you been " phone call !

Jan 31, 2016 08:24 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

It's not me that stated one cannot use ALWAYS or NEVER.  That observation was made by your good self on a number of occasions. But, regarding the matter at hand, what I'm reading is that because EVERYBODY is doing something, so should others?  Isn't that called the "herd instinct"?

Jan 31, 2016 10:15 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041

Of course I recognize the words it type. Such fundamental truths are easy to concede to, which I did.


NO, it called identifying a trend.


It is called recognizing what others, those you know, value.


The HERD likes to receive nutrition on a regular basis. Are you going to follow the herd? The herd like to receive hydration on a more frequent basis. What will you do?


The HERD may have come to understand a BASIC human need which is to feel special, important, valued, needed. You can choose another path. But I bet the path you choose that creates referral DOES have it's roots in addressing those basic expectations/needs of the human condition.


 

Feb 01, 2016 09:55 PM
Mary Yonkers
Alan Kells School of Real Estate/Howard Hanna Real Estate - Erie, PA
Erie/PA Real Estate Instructor

Annette Lawrence , Palm Harbor, FL 727-420-4041 Thanks for suggestions to make our SOI feel like insiders of our business.  The comments back& forth emphasize how important this is to getting referrals.  In recent pre-license class I   stressed the importance of building their SOI with my students.

Sorry I missed this post when you first posted it.

Feb 01, 2016 09:55 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Mary, thank for reading and leaving a comment.

Pre-license class. I would be incredibly excited to read a blog of yours that gives the topic bullets you cover in such a course.

Advising them to pay quality attention to creating the SOI list will prove essential to their success.

 

Feb 01, 2016 10:01 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Annette Lawrence , Palm Harbor, FL 727-420-4041 The Costco's, Amazon's, and others of this world don't throw parties or rent movie theaters, yet their customers flock to them in droves.  Why?  Because they provide what those folks want...and have proven that they can and will deliver...over and over and over...

Feb 01, 2016 10:19 PM
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