Referrals Matter

By
Services for Real Estate Pros with Referral Group Incorporated

In my current life, referrals matter more than ever before because it is the part of the business I focus most on. That said, it has always been important to insure that referrals made are real, and that spending time making the right connection is crucial to insuring success. To that end it always begins with information: getting as much data as possible from the prospect about what exactly they are looking for, how ready they are to act and how qualified they are to move forward. Without that information any viable connection can not happen.

I have been on the receiving end of this kind of blind referral. I sometimes wondered if the sending agent had even met the prospect or spoken with them for more time than it took to get a phone number and an area. An unqualified referral is nothing more than a shot in the dark and I never played well in darkness.

So I am always mindful of insuring that referrals are real and workable. Another key factor is making sure the person being referred is amenable to the process.There is nothing worse than calling someone who doesn't know who you are and why you are calling them, because no one told them they were giving their information to someone. 

Referrals are about relationships requiring and demanding both continuity and commitment. When I make a referral, I speak at length with agents who I have determined to be good matches for my client(s). If I already know someone I am going to refer to, I still make a call and insure myself that the agent is fully available and after describing the people who are interested in buying or selling. If this goes well, I follow it up with paperwork and ask to be copied on correspondence.

If I don't know someone personally, then my search begins with Active Rain and or the company website of the firm I worked for. I begin by searching for agents with experience (generally ten years or more) and with a website that has a photo and a description of how they work. My sense is that if any agent hasn't taken time to post a picture of themselves they are not committed to themselves and the industry. Once I find a couple of agents I have interest in, I call them. If an agent isn't available and doesn't call me back within 24 hours I scratch them. If I can't get a return call after leaving someone a message that I may have business for them, I can only imagine my client won't get a timely call back either. Once I get to talk with an agent I listen a lot. If I do all the talking I won't know if I have made a match. Once we both feel good about things, we exchange information and I ask the agent to wait a day for me to be able to call my client and tell them to expect a call or an email from a person whose name I give them. By doing this, I insure there won't be any surprises, which in real estate is generally are generally troublesome.

In sum, it is my view that time spent up front goes a long way to insuring that the referral goes well and smoothly. As in life, you may have to kiss a lot of frogs before you find the prince or princess.

Posted by

When you think about real estate, it is time to focus. I have helped people for close to thirty years in all areas, and made the process not only simple but enjoyable. Why should you go it alone or settle for less? Call me and find a partner to help, direct and get you where you want to be.

Sheila Anderson

The Real Estate Whisperer...... Consultant, Trainer, Facilitator 732-715-1133

 

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Ginger Harper 03/08/2018 06:01 PM
  2. Debbie Reynolds 04/05/2018 01:00 PM
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Rainmaker
931,821
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, Sheila!

Congratulations on the feature.  You make some excellent points.  It is so important to refer to the right agent.

Brigita

Mar 09, 2018 06:18 AM #59
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you very much Brigita.      Sheila

Mar 09, 2018 06:22 AM #60
Rainmaker
2,267,607
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

In the world of problem/solution.....Sheila is the solution

Mar 09, 2018 06:24 AM #61
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you Richie. You are very kind.        Sheila

Mar 09, 2018 06:35 AM #62
Rainmaker
1,966,470
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

I've never been one to work well in the dark either, Sheila. The more information, the better!

Mar 09, 2018 07:16 AM #63
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you Shara. Have a good day.      Sheila

Mar 09, 2018 07:30 AM #64
Rainmaker
2,880,181
Michael Jacobs
Coldwell Banker Residential Brokerage - Pasadena, CA
Los Angeles Pasadena Area Real Estate 818.516.4393

conceivedpa,  your referral "modes operandi" shows the importance of a well-conceived plan. A good strategy. Good for you.

Mar 09, 2018 08:09 AM #65
Rainer
404,589
Dörte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Sheila,

If you can survive in this business for 10 years or more, you must be doing something right.

Mar 09, 2018 09:42 AM #66
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thanks Michael.     Sheila

Mar 09, 2018 09:45 AM #67
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you Dorte. Agreed.      Sheila

Mar 09, 2018 09:46 AM #68
Rainmaker
528,890
John Juarez
The Medford Real Estate Team - Fremont, CA
ePRO, SRES, GRI, PMN

I like the idea of keeping referrals in the family. Whether it is the AR family or my national company’s family or both (even better). Can’t always do that, so the search begins. The point is, I always keep uppermost in mind the best results for the person being referred. I want my referral party to think I did well by them and not regret being paired with a bad match. There are lots or excellent agent. Just need to mail down the right one.

Mar 09, 2018 10:25 AM #69
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Absolutely John. Well said and thanks for stopping by.      Sheila

Mar 09, 2018 02:39 PM #70
Rainer
439,702
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Pro Lifestyle Solutions

A referral whether blind or not is simply an opportunity and IMO, it's up to the referred agent to determine what information is necessary from the prospect, after all, the agent will have to confirm and validate anything provided by the referral, won't they?

Expecting a return call within 24 hours from a busy agent IMO is unreasonable and doesn't indicate inferior service, on the contrary, IMO, it indicates efficacy and reliability.

Busy professionals don't monitor their email, text or cell phones continuously because they know the value of their time. What is reasonable depends on when the referral was notified. For example, some professionals work 4 days a week, so it might be 48 hours before they get back to business. 

Mar 11, 2018 12:53 AM #71
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Hi Kimo. I don't agree.     Sheila

Mar 11, 2018 05:33 AM #72
Rainmaker
862,135
Joy Daniels
Joy Daniels Real Estate Group, Ltd. - Harrisburg, PA

I see why you were featured.  What a great explanation of "Referrals Matter".

Thank you for sharing your heart!

Mar 11, 2018 01:28 PM #73
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you very much Joy.       Sheila

Mar 11, 2018 02:34 PM #74
Rainer
394,467
John Dotson
Preferred Properties of Highlands, Inc. - Highlands, NC - Highlands, NC
The experience to get you to the other side!

I just had to stop by and say... "That is one FAT frog!"

Great post in addition.

Mar 12, 2018 11:51 AM #75
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you John.     Sheila

Mar 12, 2018 12:05 PM #84
Rainer
67,599
Anne Corbin
Fritz Realty LLC - Spotsylvania, VA
Serving Lake Anna & Central Virginia

Well, said. Thanks for sharing your referral checklist. I, too, believe in finding somebody who is a great communicator, otherwise they will drop the ball with the client.

Mar 14, 2018 04:35 PM #85
Rainmaker
3,000,483
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Thank you very much Anne.       Sheila

Mar 14, 2018 05:08 PM #86
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