Ask for Referrals - Please!!!!

Mortgage and Lending with National Credit Fixers - Matt Listro

It amazes me how many people fight to get business in the door and yet how few people do ANYTHING to get people who have already used them to refer people to them. The most anyone does is ask that pat, “If you hear of anyone needing ____ service, let me know!” To which the happy client always says, “I Will” but they never do.
Came across this article that I thought captures it real well. It is called, “The Art of Referrals” by Paul Pastore. I hope you enjoy!

“Recently, I had my home painted. The painter did a great job. The price was very reasonable. The crew amazed me at how fast they completed the job. Do you think I will write them a letter of recommendation? Do you feel I will refer business to them? I will not. Let me tell you why.

A few months ago the painter rang my doorbell because he was painting one of my neighbors homes. He asked for the order. I was impressed with his prospecting method, his business card, and his demeanor, but I declined his services.

Thirty days later the same painter once again rang my bell. He said he was in the area and deceided to stop by and see if I could use a paint job. I wondered if he attended a Brian Buffini seminar and was doing his 'pop-bys'. Once again, I thanked him for his concern, but declined his painting offer.

Two weeks ago the painter knocked on my door again because he was "in my area" He asked for the order again. This time I gave him the approval to paint my house. He must have heard the cliché that 'the third time is a charm', or 'persistence pays Dividends'.

After the job was done, and the painter was paid, I never heard from him again. He never asked for a letter of recommendation. He never asked for a referral. He never asked if I needed any other houses painted. The painter never sent me a survey concerning his services, or my expectations. And, he will receive exactly what he asked for: nothing!

What can a Realtor learn from my painter? They can realize that doing business by referral is an A-R-T. Ask for referrals and letters of recommendation.
Remind clients that you relish and appreciate referrals.
Teach clients how they can send referrals to you. And, thank them promptly for their efforts.”

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Comments (2)

Mike Wong
Keller Williams Realty Southwest - Sugar Land, TX
Realtor: Commercial, Residential, Leasing, Invest

Great reminder. The service after the job always makes the greatest impression.

Often after I represent a tenant moving into a building I have a company cater lunch for all of the employees immediately when they move in, knowing they are getting organized and do not have time to go get lunch. That is also the best time to ask for a testimonial, referrals, and mingle with employees. 

I also do that with my residential clients when they move. I often show up with food and drinks on moving day. Then follow up a few days later to see if there are any issues at the property that may need repair or home warranty. 

Apr 19, 2016 07:02 AM
Jack Tenold
Jack Tenold LLC - Spokane, WA
Specializing in Reverse Mortgages

Nicely written blog with a good solid message. 

Apr 19, 2016 07:12 AM