What I look for when choosing a referral recipient agent.......

By
Real Estate Broker/Owner with Maui Life Homes / Metro Life Homes RS-78439 / BRE #01708344
https://activerain.com/droplet/5bdZ

What I look for when choosing a referral recipient agent.......

 

I am now entering my 13th year as an agent, and more recently, a broker.  I am a broker / owner of two separate brokerages in two separate states:  Hawaii and California.

 

Suffice it to say, I not only receive, but give quite a few referrals to agents in different areas across the U.S.

 

Just thought I'd share both my process and criteria for what I feel is the best agent/broker to choose when handing out referral business.  Because, you are basically putting your client's trust, which is hard-earned, into the hands of another individual.  This is a BIG deal to me.

 

Here's one of the basics:  Do you actually pick up the telephone?  HELLO?!  As simplistic as it sounds, there is a lot more to it than that.  As a broker, I know that when my telephone rings, it could be anyone:  a contractor, someone inquiring about our non-profit foundation, a friend, a family member, a referral, or an existing or potential client.  Could it be an unwanted solicitor wanting to sell me something that I don't need?  Or a scam telemarketer?  Of course, but due to the course of my business I MUST PICK UP THE PHONE in order to find out.  If I choose not to pick up the phone, then that is basically saying that my agendas are more important than my clients - and in my opinion, NOT a good disposition to take in an industry that is centered on customer service.

Are there times when we simply cannot pick up the phone and/or missed someone's call?  Of course.  But the time it takes to call someone back is also a gage that I use to test someone's conviction towards customer service.

 

After that, once I had the opportunity to speak with a possible referral, the things I look for are:

 

1. Energy / Overall Disposition - what kind of "energy" does this person have?  Do they come across as "slick" or "coy" (2 things I cannot stand).  I look for GENUINE and AUTHENTIC.  Someone who wears their heart on their sleeve, and speaks their own individual TRUTH.  Someone who seems to be the right combination of not too much of an alarmist and not too complacent.  Someone who I can tell is a LISTENER more than a TALKER.  Someone who appears to be INSIGHTFUL, and not someone who's agenda is to show off the amount of knowledge they have at the expense of discovering what a client's goals and priorities are.

2. Experience - This is not the highest on my priority list, but it's up there.  Experience not only helps a client get through, but potentially avoid any hurdles during an escrow.  "Been there, done that" is something you can't buy in any school or read in any textbook.  It comes from only hard work and dedication.

3. Resourcefulness - What tools do you have at your disposal?  How do you draw from your experience as you move forward with new clients?  What resources do you draw from when confronted with problematic issues?

4. And lastly, what I call "Matchie-Matchie" - Do you seem like the right personality profile for this particular client?  As we all know, clients are just people.  And people come in all different shapes, sizes, and personalities.  It's important for me to use my own insight to feel if the energies for both my referral client and the possible referral agent seem like a match.  

 

My advice to anyone seeking referrals:  Be REAL.  Be AUTHENTIC.  Speak your own individual TRUTH and be proud of it.  Be a good LISTENER, and know how to convey your concerns when it's your turn to speak.

A sense of humour is a big deal to me.  It's not for ALL clients, of course.  But I feel it's something that can be helpful and to me, shows a level of sophistication and humility.

So there 'ya go kids. 

Now play nice, and go sell a house...........



Ralph Gorgoglione - Broker / Realtor

Top 3% Realtors Nationwide

Metro Life Homes  / BRE #01708344
Maui Life Homes / RS-78439
(310) 497-9407 / (800) 591-6121  /  Fax:  (866) 470-2717

Web:  metrolifehomes.net  /  Blog:  HomeChitChat.com
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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Debbie Reynolds 04/10/2018 06:45 PM
Topic:
Real Estate Best Practices
Location:
Hawaii Maui County
Groups:
Realtors®
LA Connection
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Tags:
referrals
real estate referrals
hawaii real estate agents
maui real estate agents
los angeles reale estate agents
ralph gorgogliione

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Rainmaker
665,060
Jeff Masich-Scottsdale AZ Associate Broker,MBA,GRI
HomeSmart Real Estate - Scottsdale, AZ
Arizona Homes and Land Group/ Buy or Sell

Good points Ralph Gorgoglione and aloha! Getting the agent feedback to me is important and difficult to determine if they will do it. I feel I do not want to have to ask for the feedback on progress. Also an unwind understanding, if the agent does not perform what happens is important to me.

Mar 09, 2018 08:26 AM #1
Ambassador
3,983,049
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Hi Ralph, I do believe a sense of humor helps and will get us over some rough spots. Thanks for sharing your steps to sending a referral.

Apr 02, 2018 07:38 PM #2
Rainmaker
3,255,296
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

There is a "click" you feel when you know that an agent is the best selection for that referred client.

Apr 11, 2018 02:53 AM #3
Ambassador
3,990,260
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Ralph

Sounds like a pretty well-thought out and effective proces for finding the right agent to refer a client. And I bet you have a terrific network around the country.

Jeff

Apr 11, 2018 08:50 PM #4
Rainmaker
493,416
Terry McCarley
REMAX Realty Team - Cape Coral FL - Cape Coral, FL
REALTOR, SRES, CDPE - Cape Coral, FL

Excellent way to select who you will be referring to!  I once lost a referral because I was on a very important call when the referring agent called.  I called her back in less than 15 minutes and she told me she refered the buyer to the agent she called after me because they answered their phone.  I try to always answer my phone but reality is it isn’t always possible

Apr 12, 2018 03:49 AM #5
Rainer
147,269
Anne Corbin
Long and Foster - Lake Anna - Spotsylvania, VA
Serving Lake Anna & Central Virginia

I agree wholeheartedly. I try to always answer my phone unless I can't! It is great that we have this network to find other agents around the United States. I was an HR manager back in the day and I guess I just like interviewing people. Your list is spot on in my book. I love receiving referrals; it makes me feel honored to be chosen!!

Apr 13, 2018 07:28 PM #6
Rainmaker
401,223
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Life is full of "if."

It is very difficult to be 100% certain of a selection but I feel we have a responsibility to go beyond picking out a name from a list.

I like to call, research and do what I can to get to the point I have taken a good many of the "ifs" out.

After all, the referral will reflect on my name.

Apr 27, 2018 03:12 PM #7
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Ralph Gorgoglione

Hawaii and California Real Estate (310) 497-9407
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