TOUGH Times Call for SMART Measures - Focus on Your Referral Business!

By
Real Estate Agent with Keller Williams Realty, Inc., Broker Associate

We hear it said all the time - focus on Referrals to Build your Business!

Okay, how do we do that?

       It is Easy - Do Something

              Yes, get out and Do Something

Okay, I said it!   but how??

                     Activity Breeds Activity

Look at your calendar , identify possibilities for strategic partnerships. 

Identify friends, family, anyone who has sent you business in the past.  They are your stars.  Call them up to share 'that special secret' that you have for opportunity in this market. 

Find the opportunities to share: it could be special lending programs, it could be the benefit of the $7500 tax credit for first itme buyers, it could be some untapped pieces of real estate.   Just find the opportunities - don't beat your head against a wall - ask other leaders in your area - lenders - other brokers - anyone with a valuable opinion - just do it!

The very action of talking to folks will generate possibility - Activity Breeds Activity!

THEN, Ask for the ORDER!   Ask and you shall receive!!

Next build your contact list with additional potential helpers and contact them. Build your list, however, do not add names for the sake of adding names.  Target your energy of strengthening good relationships.  Help others understand the depth of your expertise so they can share it with others.

     and,      Ask for the ORDER!   Ask and you shall receive!!

Now the Challenge of Focus and Balance Comes - DO NOT confuse BUSY-NESS  with WORK

Focus on the Results - and See the Results Pour In!!

Comments (17)

Laura Watts
Positive Properties, LLC - Laurinburg, NC

Laurie-Good post. I especially like the phrase, ACTIVITY BREEDS ACTIVITY. That little phrase says so much.. Thanks for sharing.

Oct 26, 2008 05:10 PM
David Saks
(retired) - Memphis, TN

On target, Laurie. An elaborate and systematic plan of action is great, but common sense in a volatile economic climate goes a long way too. Hope you have a great week ahead.

Oct 26, 2008 05:15 PM
Laurie Logan
Keller Williams Realty, Inc., Broker Associate - Madison, WI
South Central WI Real Estate

*Laura - thanks so much!  the next challenge is making sure we have the most productive activity!

*David - you are right - sometimes complicated plans just get things tangled up!

Oct 27, 2008 05:04 AM
DJ Swanepoel
Real Estate Wiki - Los Angeles, CA

Excellent article Laurie, I fully agree. Sometimes we forget that referrals can be an incredibly valuable resource. Thanks, too, for commenting on my blog; I appreciate it:)

Oct 29, 2008 04:17 PM
Jim Frimmer
HomeSmart Realty West - San Diego, CA
Realtor & CDPE, Mission Valley specialist

It should always be easier to get referrals from past Clients than it is to go out and find a new Client. Customer service with customer contact is king, queen, prince, princess, duke, and duchess!

Oct 29, 2008 11:04 PM
Laurie Logan
Keller Williams Realty, Inc., Broker Associate - Madison, WI
South Central WI Real Estate

*DJ - It is ironic, referrals are the best clients to work with - we should be asking all the time!

*Jim - You are right, easier and less expensive, referrals make the best clients!

Oct 30, 2008 09:48 AM
Jeff&Grace Safrin
F.C.Tucker 1st Team Real Estate - Valparaiso, IN
SpousesSellingHousesTM

Keeping in touch is key - as Realtors- we just happen to have the addresses of all the clients we've sold homes too!

Real estate is a contact sport - best played out in person :)

awesome advice Laurie!

Sincerely,

Grace

 

Oct 30, 2008 10:13 AM
Keith Perry
Coldwell Banker - Hiram, GA
REALTOR - West Metro Atlanta

Great post Laurie!! Those that sit at the office and treat the phone as if it had an infection are the same one playing solitare when I pass by. Sphere of influence rules. Great job.

Oct 30, 2008 11:53 AM
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

You know what... I read this yesterday and it inspired me to do something.  I did reach out to a couple of past clients, took them some stuff from my garden.

Oct 30, 2008 03:15 PM
Laurie Logan
Keller Williams Realty, Inc., Broker Associate - Madison, WI
South Central WI Real Estate

*Jeff & Grace - "Real estate is a contact sport - best played out in person :)"     Words to live by!

*Keith - so sad for those office sitters - it is a downward spiral.  I love to get out and see people.  It jazzes me up and then things start to happen!

*Georgina - that sounds great.  I have seen the photos in your posts - I bet your garden is something to behold!

Oct 31, 2008 08:14 AM
Michele Reneau
Certified Staging Professional (CSP) Elite Instructor - Summerville, SC
Realtor, GRI ~ Charleston, SC Relocation Experts Team

One of the source of referrals that many people overlook is from other agents.  Out of town agents and agents in the area that might be going out of business.  I'm spending more time networking with local agent.  I've taken 3 referrals from agents recently that didn't handle business on a certain side of town and for one agent who was getting out.  You never know where you're next deal will come from.

Oct 31, 2008 08:39 AM
Laurie Logan
Keller Williams Realty, Inc., Broker Associate - Madison, WI
South Central WI Real Estate

*Michele - that is an excellent point!

Nov 01, 2008 02:54 PM
Debi Boucher
Real Estate Showcase Photography - Woodland Park, CO
"Realtor Showcase" - Real Estate Photography/Virtual Tours

Great advice Laurie! I try to stay active in my community, keeps me in touch. I work out of my home office, if I didn't get out, I'd be in BIG trouble...

Debi

Nov 01, 2008 03:36 PM
Laurie Logan
Keller Williams Realty, Inc., Broker Associate - Madison, WI
South Central WI Real Estate

*Debi - I am active in the community also - that is where the action is - no one at the office is going to list a house with me!

Nov 02, 2008 12:01 PM
Debi Boucher
Real Estate Showcase Photography - Woodland Park, CO
"Realtor Showcase" - Real Estate Photography/Virtual Tours

Laurie - YOU GOT THAT RIGHT!

Debi

Nov 02, 2008 12:12 PM
Lynn Johnson
Coldwell Banker Home Connection - Owatonna, MN
Owatonna, MN Real Estate

Laurie - You make some very important points in your post.  It's a great time to get in touch with our spheres and past clients - staying in touch is critical.  I've seen many agents fall prey to losing their focus, as you mentioned - and they confuse the BUSY-ness with being productive. 

Nov 02, 2008 02:06 PM
Laurie Logan
Keller Williams Realty, Inc., Broker Associate - Madison, WI
South Central WI Real Estate

Hey Lynn,

It's so much more fun to hang with people we like - why do anything else?

Thanks,   Laurie

Nov 03, 2008 06:47 AM