Referrals - Stop, Look & LISTEN ....

By
Real Estate Agent with Keller Williams 414-525-0563 57026-90 Broker
http://activerain.com/droplet/5bFf

   Very coincidentally....we had a referral to place immediately after hearing/reading Debbie Reynolds  referral contest.  We are fortunate to receive referrals every month from a variety of sources.  The information was very simple...though there was more to be explained to the respondents we were going to Buyer Sellerinterview.   Typically, we indicate Buyer or Seller and Location minimally for the referral and the method that we prefer for a response.

     As a Respondent for a referral...if you are interested in being chosen as the agent...pay attention to the information the referring agent has supplied...is it a Buyer or Seller for which they are seeking assistance ?  (The vast majority from this recent experience answered the "side" incorrectly..yicks !) Our thought process is if you don't know a Buyer from a Seller...you probably are not the right agent for the referral.

    The METHOD of Contact.....few agents want  to  be interrupted at every hour with phone calls....and we chose email with the label of the City as the subject line....Is that textwhat agents did ?  No....they called, they sent texts...one even sent a  text to David....Tell your wife I am the best agent.  Say What ? 

        Others had friends do their cheerleading....in the form of message or email testimonials...some of the agents who"always responded"  were sent emails Cheerleaderrequesting an interview....never responded...ooops...regardless of your cheerleading squad...you didn't respond to the "job interview. " Beware the cheerleaders....it can be a "Pity Party" in disguise.  Another agent who means well...but not for your referral...for the poor agent who lives miles away, has little experience, lacks the specific credentials....and has no business,

    We purposely didn't ask for a resume of experience...all any agent ever said was " I service "Oakdale" or I am a lifelong resident of that state. No one had any particular experience.....number of years in the industry....a few included initials after their names to indicate some of their training.  There was nothing that stood out about anything they said to make us want to contact them. Sometimes there was the, what we consider to be "arrogant approach"....I am  John Agent and have enclosed the W-9 from my brokerage and the referral form...I "will accept" the fee you offer.  Gee thank you John...if you didn't ...you wouldn't be the agent...and your assumption that you are with the inclusion of your W-9  is not appealing to us.

    What did  we learn from this experience ?  The places we go to find agents vary with the referral to be placed...some buyers and sellers have very specific needs. Experience...oh yes....that plays a part as well it should.

 Designations/certifications may or may not...again every referral is different...and if we seek out someone with specific education, it doesn't mean that weDiploma

don't still interview them. Like a diploma, they may well have put their education on the shelf and not used it.  The sex of the agent does not matter to us...it may to the person being referred...and we ask them if they have a preference when we begin the referral process. The specification is often not  a sex but if a referral person has an objection it is to a team where they fear they will be passed around and not get the individual attention from one agent they may prefer.

  Stop Look Listen Be yourself when you introduce yourself to a referring agent..of course you service the area...why YOU ?  How much experience do you have or what is special about the way you work with buyers or sellers ? Do you have relocation experience and have you introduced areas to newcomers before ?  Do you have references from Buyers, Sellers...AND other people ....agents or consumers that have referred business to you ?

      When we are the agents awarded a referral...we keep the referring source "in the loop," If it is a Seller, we send the listing, let the agent know when there is an offer, an inspection, deadlines for financing and anticipated closing date for the transaction.

    Several of the agents who have referred us to family or

friends because they said we sounded most like them if they

were geographically able to service their family or friends we were the next best thing.  We let the referring agent know that the transaction closed and  when and how the check would be sent to their brokerage.

      Let the Referring agent know you...READ and LISTEN to what the agent is telling you (some who called kept interrupting to sing their own praises and ignored what they needed to know to match their qualifications to our referring Buyer.

       Referrals can be wonderful and generate more than one Gifttransaction....treat them respectfully....keep the referring agent "tuned in".....they gave you a gift...treasure it.

        This has been a professional marketing post brought to you by Sally K.  & David L. Hanson,  Broker Associates with  Keller Williams Realty honored to serve your referrals for the southeastern Wisconsin counties of:  Kenosha, Racine, Walworth, Milwaukee, Waukesha, Ozaukee, Washington and Jefferson. 

 

 

Posted by

Sally K. & David L. Hanson, ABR, CDPE, CSS, e-Pro,ILHM, REDS


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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 03/12/2018 01:00 AM
Topic:
Real Estate Best Practices
Groups:
ActiveRain Contests
Tags:
real estate referrals
real estate referrals to wisconsin
real estate referral selection

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Ambassador
3,588,182
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

Hi Sally and David:

You clearly take sharing and receiving referrals very seriously, as you should. There are some wise words here that referring or referral agents should take to heart here!

I like to talk to the referral and not just email. Both are a good way to test responsiveness. If I email and call and you don't respond, that's a big problem...and it happens.

Jeff

Mar 08, 2018 08:34 AM #7
Rainmaker
511,620
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

I like your observation about the method of contact, Sally & David. I use Activerain and email when I have referrals to share, because after all these years of being an agent, I almost hate to use my phone anymore. Please, please, please communicate with me in the same way that I start the conversation.

Mar 08, 2018 12:39 PM #8
Ambassador
3,475,037
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Sally and David for me the most important thing when I give a referral is being kept informed of what is going on.  I don't want to interfere but I do want to make sure my referral is receiving the attention and service I expect them to.

Mar 08, 2018 04:51 PM #9
Ambassador
3,310,145
Kathy Streib
Room Service Home Staging - Delray Beach, FL
Home Stager - Palm Beach County,FL -561-914-6224

Hi Sally and David- what an excellent post about referrals. It's so important to read what the referring agent has listed and it's equally important to come to an agreement for the best manner of communicating.  Referrals are not to be taken lightly!

Mar 08, 2018 05:40 PM #10
Rainmaker
2,716,391
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Sally & David, I look at referrals as my life line, does not require for me to spend a great deal of marketing $$ so I should consider it as gold... and I do but not all referrals result in a purchase if they are buyers relocating... on the other hand sellers generally work out all the time...Endre

Mar 08, 2018 10:35 PM #11
Rainmaker
2,443,045
James Dray
Fathom Realty AR LLC - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Sally.

I don't give a rats behind what your credentials are, can you get the job done?  That's all I need to know.  I've given referrals to agents here in the Rain, one of my determining factors is what they blog.  I can get a feeling for their expertise, by reading their blogs  

Mar 09, 2018 02:15 AM #12
Ambassador
2,537,003
Debe Maxwell, CRS
www.AtHomesCharlotte.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

A pity party in disguise...you are full of fabulous little sayings this morning, Sally! I love it! 

You know, there are some people that you just have that 'gut' feeling that they are right for your clients. You and David fit this to a 't' -

"...because they said we sounded most like them if they were geographically able to service their family or friends we were the next best thing."  

Happy Friday!

Mar 09, 2018 05:32 AM #13
Rainmaker
2,643,769
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

I like to make initial contact with the referals whether giving or getting it by email. I do then like to have a phone call to ask or answer any questions. I like the email first so all the facts ar ein writing and can be looked at during that phone call Sally K. & David L. Hanson 

Mar 09, 2018 06:07 AM #14
Rainmaker
4,612,991
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

Congratulations on your feature recognition. This is excellent advice to share.

Mar 09, 2018 06:19 AM #15
Rainmaker
2,270,086
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Same principals involved that you find when referring a good movie or eats

Mar 09, 2018 06:23 AM #16
Rainmaker
931,871
Brigita McKelvie, Associate Broker
Cindy Stys Equestrian and Country Properties, Ltd. - Lehigh Valley, PA
The Broker with horse sense and no horsing around

Good morning, Sally & David!

It is always a challenge to find an agent that will do the job, and do it right, keeping in mind the client's best interests, working for them.  I do extensive research on agents before referring my client's.  The other agent is also a reflection on myself.

Brigita

Mar 09, 2018 06:28 AM #17
Rainmaker
2,886,873
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

Hi Sally and David - a very thoughtful and professional post.  No surprise! Excellent. Once again.

Mar 09, 2018 08:02 AM #18
Rainmaker
530,525
John Juarez
The Medford Real Estate Team - Fremont, CA
ePRO, SRES, GRI, PMN

What comes through in your post is that you seriously want to find the best match for your client. Of course, that mean the highest likelihood that the agent who is matched up with the client with perform. The transaction will be close. All will be happy campers. I like that outcome!

Mar 09, 2018 10:18 AM #19
Rainmaker
1,177,938
Kat Palmiotti
Grand Lux Realty, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

I think it would have been interesting to have listened in (and read) all the responses to your referral request. You give some great suggestions for how to at least get interviewed - listen and pay attention to detail!

Mar 09, 2018 10:36 AM #20
Rainmaker
150,049
Corey Martin
Martin Presence Group - Ruston, LA
Real Estate and Management Solutions

You make some excellent points. Refferals are great for everyone's business, but the client, whether they are the buyer or seller, needs the correct agent for them. Thank you for sharing. 

Mar 13, 2018 09:40 PM #21
Ambassador
3,672,074
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Be yourself says a lot. The right match means that you feel it and if you don't it is hard to fake it. Nice entry, Sally and David.

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