john hurlbut
Referrals are the life's blood of any real estate agents business
Here are three tips for asking clients for referrals:
Offer Incentives
There’s a reason “give a little, get a little” is a popular expression. You could offer things like gift cards, a donation to their favorite charity, or being entered in a drawing to win a prize. Also, make sure to return the favor—make sure to make the referral worth their while. Remember you want to reward the act of referring, it’s up to YOU to convert that person into a client. We typically send our referral gift once we’ve set an appointment with the referral. Again this is NOT contingent on that person buying or selling.
Build Value First
Again, why would someone give you something if you don’t make it worth their while? Make sure you have gone above and beyond to earn that referral. Then, talk to them when they’re happiest. Like any service, if you talk to someone when their gratitude is still fresh, they’ll be more likely to help you. We’ve found that as soon as a seller’s home is under contract with a buyer or a buyer gets their offer accepted, that’s when their excitement is the highest and they’re most likely to give you that referral.
Stay In Touch
It’s possible that your client doesn’t know anyone at the moment who needs your services, but that won’t be the case forever. Therefore, make sure you continually follow up with your clients. Do whatever you can to continue providing value for them and ensure they don’t forget you.
Bonus Tip #4 - The Promise Conversation
Watch the video to watch John role play the Promise conversation!