Many Realtors believe that the top producers are “lucky” because they have assistants and buyers agents and indeed, in some ways they have their own sales force. But actually ANY Realtor, as well as any sales professional for that matter, can produce their own sales force and the best news is-YOU DON’T HAVE TO PAY A DIME!!!!
The key is to discover and find your Centers of Influence (COI’s) and then make them feel great! You probably already have one or two COI’s that have the ability to send you referrals. These are people that know you, have used you, like you and refer you people on occasion. If you have one or two, why not 10 or 12? Think like an entrepreneur. Create your own sales force. Teach them: how well you take care of your clients and the value you bring to your clients; teach them what types of people you serve the best and teach them the best way for them to give you their referrals. These people can be friends, networking groups, past clients, and really anyone that knows you, likes you, and understands what you do, how you do it and the value you bring. So get your database out and look at the people in your sphere of influence who have the potential to refer and be PROACTIVE about getting their attention and getting referrals from them.
Then, once you target, teach and acquire that center of influence you must make them feel GREAT! Step 2 is keeping your referral source advised with how you are following up and helping their referral. You did your job, you have acquired a COI and have gotten a referral-now don’t blow it! When someone gives you a referral there are 3 things you MUST do to keep the referrals coming from that source:
1) Follow up on every referral you get as soon as possible.
2) Let your source know you are following up.
3) Thank your referral source with a handwritten note and a small gift.
You do these two things and you could have 10-12 people referring you 3-5 deals a year and that can eventually translate to 3-5 closings a month from this one group. What an incredible opportunity and it is right under your nose! There are no salaries to pay and no employee headaches-just referrals and friends. So look at the possibilities in your sphere of influence, target potential Centers of Influence and as always, I wish you much success.