Another Referral Opportunity...

By
Mortgage and Lending with 214-728-0449 http://TexasLoanGuy.com NMLS # 322646


Another Referral Opportunity… The Survey!

 Free Clipart Picture of a Red Check Mark

If top producers obtain the majority of their new listings from referrals, then one must learn to take every opportunity to set up situations in which you will be in a position to ask.  A perfect opportunity to ask exists with regard to the post closing survey.

 

A post closing survey is always a great idea.  Referrals come from those who have been given great customer service.  A survey tells the client that you care whether your service was top-notch.  If it was not, you can use the feedback to make adjustments in your service levels.

 

If your service levels were top-notch, the survey will be a great opportunity to ask for a referral.  Those who have just purchased a home, have a selective perception about others who are thinking about moving.  When you are in the middle of a real estate transaction you are more likely to speak to others about their desire to move.

 

Unfortunately, real estate clients do not typically complete surveys after they sell their home.  And when they are, the questions regarding referrals are usually too general.  Asking if the client would refer business to you is not the same as asking if they know someone specifically they would like to refer and setting-up a procedure for such a referral.  The answer to both issues is quite simple – offer some sort of incentive to have the survey filled out, and increase the value of this incentive if the survey includes a specific referral.  The incentive does not have to be expensive and may be supplied by a synergy partner – further leveraging the referral process.

 

From the beginning to end, the real estate sales process is full of opportunities to obtain referrals – if systems are set up to take advantage of these opportunities.  I am sure you can think of other situations in which asking for a referral would be appropriate and fruitful.

 

Hopefully you enjoyed my posts on how to obtain more listings.  While many of the ideas are common sense, it never hurts to be reminded of simple ideas that can increase your listing business.  As a partner to the real estate community, I take a special interest in making sure my real estate partners succeed.  Completing a survey after the transaction helps me achieve this goal and helps me maintain a higher servicing level.

 

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John Cannata    p# 214.545.5604  

www.TxMortgageConsultant.com

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Are you looking to purchase a Texas home?  Perhaps you love your Texas home but would be interested in refinancing your Texas mortgage to a lower interest rate?  

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Always available for your Texas Mortgage and Home Loan needs!

John R Cannata    P#214.728.0449

NMLS # 322646

Texas Home Loan Expert

Frisco TX Mortgage

      

 

The views expressed on this site are mine alone and do not reflect the views of my employer.

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Ambassador
296,340
Tim and Pam Cash
Crye-Leike (Sango) - Clarksville, TN
Real Estate Professionals - Clarksville TN

John, some great ideas.  I may have to try the survey in attempts to produce more referrals.

 

 

Sep 29, 2008 12:03 PM #1
Rainmaker
123,040
Marie Westerman
Blanchard and Calhoun Real Estate/ Wilson Parker Homes - Evans, GA
New Homes Sales Specialist Evans GA REALTOR

Actually I find that if I have give me some feedback just befor (during a walk thru) we get to a closing table it is  exactly what I need. I kep very close contact with my clients as most are out of state, during the process. I have never (yet) had anyone unhappy!!

Sep 29, 2008 12:32 PM #2
Rainmaker
487,085
TIM MONCRIEF
Tim Monciref - Austin, TX
Over 2,000 homes sold…..

Thanks for the reminder about the survey. I have been wanting to implement a plan for years, as I have gotten away from this for the past 5 years.  I used to and will do it from a third party source, our title company, so we can gain more accurate replies, and we will be doubling up contact from two sources, though it will all appear to come from me.......

Sep 29, 2008 01:09 PM #3
Rainer
101,668
Maria Vaill
ERA Sunrise Realty - Martinez, GA
Martinez GA, Evans GA, Grovetown GA, Fort Gordon G

I have  survey ready to go but havent mailed it out yet.  I want to have it returned to a PO Box and havent gotten one yet?

Any thoughts on the PO Box return....?

 

M

Sep 29, 2008 01:13 PM #4
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Tim & Pam - It can't hurt.  I have been doing them for quite some time and have been able to pick up many referrals.  The referral may not be ready right at that moment, but pretty soon.  So, I just continue to follow-up.

That is excellent Marie.  You definitely need to keep them happy throughout the process.  Am I understanding you correctly that you ask for the referral at the closing table?

Tim - Let us know how it works out.  If nothing else, you know some areas that maybe you need to strengthen throughout the process.  Perhaps it will just confirm that you are providing excellent follow through.

Maria - I am not so sure you need to have a PO Box.  Are you thinking PO Box because you work from home?  There is nothing wrong with using a PO Box, I was just wondering the purpose.

Sep 30, 2008 12:32 AM #5
Ambassador
3,082,141
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

John, I haven't tried a post closing survey for a long time, I must get back to that practice...

Sep 30, 2008 02:44 AM #6
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Let us know how it works, Paul.  The survey is good for many reasons and takes just a moment to get out to the client.

Sep 30, 2008 04:22 AM #7
Rainmaker
305,604
Karen Otto
Home Star Staging - Plano, TX
Plano Home Staging, Dallas Home Staging, www.homes

I like the offer of a "synergy partner" supplied incentive John... can you say "home staging consultation" or "move in services" for your new house (if local), many stagers work with "staging to dwell" as well as "staging to sell" situations.

Sep 30, 2008 04:28 AM #8
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

You know I always think of you Karen when I think about partners.  Certainly, this could be something to use as incentive to a Realtor partner you are working with currently.

Sep 30, 2008 12:10 PM #9
Rainer
50,709
LS Rogers Realty
LS Rogers Realty - Richardson, TX

JOHN  Excellent reminder. I haven't used surveys for years. If for no other reason than you said, strengthening weak areas.

Oct 01, 2008 05:01 AM #10
Rainmaker
400,528
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

I have been using a survey for quite some time Trunda.  I actually provided you with a copy in the package I dropped off to your office.

Oct 01, 2008 12:55 PM #11
Rainer
50,709
LS Rogers Realty
LS Rogers Realty - Richardson, TX

JOHN  Wow, thanks. I look forward to receiving it. Unfortunately by the time my broker made it to the office today, I was already gone. He failed to put it in my box.

Oct 01, 2008 02:58 PM #12
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Rainmaker
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John Cannata

Texas Home Mortgage - Purchase or Refinance
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