When treated properly, your sphere of influence can be a major source of income!
The Club Wealth® coaches and I have created a list of items for you to follow whenever you receive a referral. This list of the 10 things to do when you receive a referral will help you get the most out of your sphere of influence:
1. When someone sends you a referral you must instantly call the referrer to show your appreciation. Use this opportunity and ask them if there's anything in particular you may need to know about the new referral.
2. Call the referral within the next five minutes after calling the referrer to establish connection with your new contact. Remember your end goal is setting an appointment with them, so show some initiative.
The ONLY acceptable outcomes for this call are:
Schedule a face-to-face appointment, or
Schedule your follow up call with them
3. Add the referral's contact information to your CRM system and Client Appreciation Program. Add the referrer's basic information too, that way you'll know who to thank when you close a deal with the new referral.
4. Set up another call with the referral to stay in touch and see how things are going. We love to say, 'I just want to make sure I’m not dropping the ball on my end' to encourage and engage the referral in conversation.
5. Send a video text message to both the referrer and the referral expressing your gratitude for this new opportunity.
6. Send a handwritten note to the referrer thanking them again. You can even add a gift to it, something simple like a $5 or $10 Starbucks gift card or any other gift card of your choosing. Keep in mind, no matter how the business with the referral goes, it's not the referrer's job to make sure a deal happens. They already gave you a referral so now it's your turn to show them your appreciation for their trust in you.
7. Send a handwritten note to the referral, thanking them and introducing yourself again. This will strengthen the relationship between you two. Make sure you've shared with them a few ways to contact you. You want to help them know, like and trust you. Once do, they’ll do business with you.
8. Record a Facebook video and tag the referrer on it. Thank them once more for referring their family and friends to you. Don't tag the referral unless you have permission to do so.
9. Send the referrer a personal gift to their office. Think along the lines of gourmet cookies, cupcakes or any other treat they may like. You could even add balloons and a basket to the gift. Think of a simple way you could make their day, and make it a big deal!
10. Add it to your 'Friends referring Friends' section in your newsletter! If you still don't have a newsletter, there's also a blog on ClubWealth.com called "Real Estate Client Newsletter'" that you should check out. Add both names to your newsletter, giving credit and appreciation to the person who sent you the referral.
Follow this list to improve your chances of getting more referrals. A client party would also help with cultivating and deepening those relationships.
For more information and to watch the video on 10 things to do when you receive a referral, visit ClubWealth.com/10-things-to-do-when-you-receive-a-referral/.
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