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Two Great Opportunities for Obtaining Referrals When agents begin working in real estate, they're often focused on finding anyone who could be a prospect that they can begin working with. And if an agent doesn't watch out, this can transition into the only way they go about developing new business for themselves. The problem here is that if the agent doesn't learn how to ask for referrals, he or she can miss out on a tremendous opportunity to develop new, quality prospects to begin working with. Asking people for referrals seems like a simple, easy thing for agents to do. But if this is the case why do so many agents not do it? Part of the reason may be they simply forget to ask for referrals, and another part of the reason may be they feel discomfort in asking people for referrals. With this in mind I'd like to tell you about a couple of situations when your clients and prospects may be in the ideal emotional state to give you referrals if you just ask for them...I mean if you're going ask for referrals, doesn't it make sense to ask for them when your people are the most likely to want to give them to you? Here are two ideal situations where you may want to ask for referrals: 1. Immediately after you've just closed a transaction with your client In this situation, the warm fuzzy feeling that everyone is experiencing sets the tone for maximizing your probability for obtaining referrals. It's sometimes as if the angels can be heard playing their harps far away in the distance. Any difficulties along the way in closing the transaction are often forgotten, as well as most if not all of the personal differences you may have experienced with the client, too. Everyone feels more peaceful, relaxed, and happy at this exact moment in time. So make sure you utilize this moment wisely. Invite your client to a celebratory lunch or dinner. Then somewhere during the meal, when you feel the moment is right, say something similar to the following: "I really enjoyed working with you on this transaction. And the truth of the matter is I'd love to work with more people who are just like you. So who do you know who may be looking to buy, sell, or lease real estate at sometime in the future, who I can begin building a relationship with?" And if you've timed your moment correctly, you have a great chance of obtaining at least one referral from your client in this situation. 2. Immediately after a client has backed out of closing a transaction. In this situation, there may be some feelings of guilt that the client has about having wasted everyone's time. So again, it's all about setting the proper mood at the right moment to have the client be very willing to mention one or more referrals to you. So if you can take the client out to lunch or dinner once again, this would be a great way to set the tone for the moment. If not, being able to talk with them face-to-face in a quiet setting will be very helpful also. And once you've done this, you may want to say something like the following to them: "I understand this transaction wasn't right for you, and that's OK. What's most important is that we do what's truly in your best interest in all situations here. But I would like to ask one favor of you. Is there someone you know who I can begin building a relationship with, so that when they're ready to do their next real estate transaction, I can be the agent who represents them?" Again, if you've timed your moment correctly and set the right tone, your client is likely to feel that giving you a referral is something they definitely want to do. Jim Gillespie, Ph.D., is America's Premier Real Estate Coach®. He has over 20 years of experience in real estate sales and is a Past President of three different real estate companies. His real estate e-letter with tips and creative ideas to help agents make more money is now read by over 35,000 professionals nationwide. To learn more about Jim, or to receive his free e-letter, please visit RealEstateSalesCoach.com. Article obtained through Broker Agent News. Save 25% and receive a free electronic measuring device through Advanced Access just for trying their magazine. More information here.
REALTORS® Relief Efforts for Hurricane Katrina For more information about how to donate, please visit the following links: REALTORS Relief Effort News Page Contributions
Now Being Accepted to the REALTORS® Relief Foundation You may wish to add a section to your website about the NAR Relief Fund. With 100% of any contributions going straight to disaster relief, make every penny count. The staff and management at Advanced Access would like to express our sincerest condolences to all who have been affected by this tragic natural disaster. To our Advanced Access family in the affected area – some of whom we have not yet heard from – our thoughts and prayers go out to you and we wish you the very best. |
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Read the following from real estate professionals who are using Advanced Access' Marketing Tips to their advantage: Ann Finder says:
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