Don’t miss out on potential referral business
05/20/2016 | Author: Editorial Staff
Making sure you have a solid plan for attracting referrals is a key part of the real estate business. Referrals are the best type of lead to convert; they already know who you are and someone has vouched for your work. To make sure you aren’t missing out on referrals, keep these tips in mind:
- Know your target market. If you aren’t clear about who you serve, how are your connections supposed to know who would be a good fit for you? Creating a mental link between yourself and your ideal client will keep you top of mind when a referral might come naturally.
- Earn trust first. A good reference will know your work well and be able to easily explain just why you’re the right person for this client. Knowledge like that only comes from experience and trust.
- Capitalize on positive interactions. Once a base level of trust is there, use positive interactions with current clients, friends, and acquaintances as opportunities to remind them that referrals are the best compliment you could be paid.
- Show don’t tell. There’s no substitute for being an active member of a community. Expand your network—whether through professional groups, church, your children’s sports teams, charitable work, etc.—and use the opportunity to signal to prospective clients how you’d handle yourself professionally.
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