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The Mighty Referral

Generating referrals is easily one of the key indicators of a successful business. However, it takes more than just asking your clients for referrals to generate good business, it takes a strategic marketing plan. As professionals that we all are I don’t have to state the obvious regarding maintaining high standards of business practice, but there are a few little things that make the difference between an outstanding and productive agent and a struggling one. Below are just a few on how to get more referrals, for free.

1. Find what makes you stand out and make that a focus in your marketing strategy.  By emphasizing the unique qualities of your real estate business, clients are more likely to remember you. Which ever way you choose to relay the message (email,brochure, or on your website) make sure you are letting your clients know what makes you stand out.
2. Be available to your clients. Clients won’t pass along your contact information if they can’t get a hold of you. Make it a priority to answer your voicemails, emails, text messages, messages in a bottle, etc. Aside from missing good business by not being a reliable agent, you are also killing any chance of getting future referrals.
3. Expand your business to people not in your client circle. Try to add services to your business, venture outside your area for listings.
4. Attend industry networking events, sometimes your colleagues can provide the best referrals. And make sure your contact information is easy to find.
5. Be an expert in your field. Make sure to stay on top of industry trends and trainings. Know your clientele and get to know your potential clients. Soon your knowledge and approachability will make you the obvious candidate for referrals.
6. Show your referrers you care. Some high-end retailers offer extra perks for those clients to send over referrals, and it has worked. Why? It is because people like to be acknowledged for something nice that they do.  Now you don’t necessarily have to establish a pricey rewards system to entice clients, a simple thank you will do the trick.  Make sure to personally thank anyone who passes a referral along to you, whether it was a successful one or not. Your gratitude is a great way to keep your referrers sending you business. Just remember that a hand written note goes a long way.

These were just a few suggestions. What are your favorite techniques for generating new business?

This entry was posted on Sunday, November 14th, 2010 at 2:17 pm and is filed under Agent Talk. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

1. Tania Christensen said at January 21st, 2011 at 9:41 am

   Dear Ms. Rapp,

   Please include me in your trainings and seminars.

   Looking forward to meet you and hopefully doing business with you,

   Sincerely,

   Tania Christensen
   Interior Designer & Realtor Associate

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