If you’re like many real estate agents, you may feel shy about asking for referrals. After all, your clients are so happy with the great service you provide that they’ll automatically refer you to everyone they know, right? If only it was that easy!
In reality, your clients are busy, and unless you ask them to refer you, it may not dawn on them to do so. Asking for referrals doesn’t make you a pushy salesperson; it makes you a proactive business owner. And, with the increased use of technology today, it’s never been easier to ask!
Try a friendly reminder
Sometimes the easiest way to ask for a referral is to tack it onto the end of the conversation. That way, since it’s the last thing you say to your client, it’s sure to stick in their minds. When you touch base with them on the phone, remember to say “Oh, by the way…I’m never too busy for any of your referrals.” Yes, it’s subtle, but this simple phrase will make them think of people they know who have mentioned that they’re thinking of buying or selling. It’ll also make them tune in when someone mentions the market in the future.
Put it in writing
The written word is powerful. If you want more referrals, ask for them at the bottom of the correspondence you send or write it as a post-script at the bottom of a personal note. It may seem less subtle than casually mentioning it in conversation; however, it serves as a more direct repeat reminder. Every time they read the letter or note, it’ll remind them to refer you to great people they know who are in the market to buy or sell.
Take it to the Web
One of the best things about social media is it makes it easy to listen in on what your connections like or are talking about. The same is true for the connections of your network. By tacking a reminder that you’re never too busy for referrals to your posts, you not only remind your connections to refer you, if they ‘like’ your post, their connections will see it as well and may just message you with their real estate questions.
Want your clients to refer you? All you have to do is ask. While you may be self-conscious about asking at first, with practice it will come as naturally to you as saying “hello.”
For more ideas on how to blend technology and marketing in your business, join us at our brand new real estate event, MarTech Trends™ launching this month!
For more information, visit www.buffiniandcompany.com.
