The not-so subtle art of referrals

Everyone knows that the best way to attract and obtain more clients is through word of mouth.  People like to talk, they talk about the things that happen to them, and especially the good experiences they have.  This is painfully true in regards to using an agent. Renters and home buyers that have good agents tend to refer them to their friends.  So, how can you as an agent, capitalize on this?

Man and Woman Shaking HandsThe seemingly most obvious answer would be to simply ask.  Ask your clients if they have any friends or know someone looking to rent or buy in the near future.  Depending on how well you facilitated their real estate transaction, they may offer you a name on the spot.  However, there is a better way to do this, and it’s simpler than you think. Talk to your former clients in person!  Ditch the emails, text messages, and phone calls for a meeting at a coffee shop, or nearby park. Meeting in person to check in with your clients is an opportune moment to talk about referrals.  Can’t find a meeting time? A handwritten note is a great gesture.

If you have a large list of former clients, try organizing an event!  Something local, something fun. Ask your former clients to join you at something fun, something you guys can do together.  Put together a dinner, happy hour, or brunch. Perhaps a wine tasting, or take them bowling. Seasonal events also make a great impression; perhaps a pumpkin patch or Fourth of July barbecue.  Your clients are more than your clients, they are your friends too.

architecture, buildings, businessThis next tip ties in with our last!  You can find referrals by attending real estate shows, conferences, and networking events.  Get out and meet other real estate experts and build your brand. The more visibility you have, the more likely you are to get a referral.  Grow your network in any way you can.

If you’re looking for a referral boost you can do passively, hand out branded gifts and materials.  Sure your current and former clients have your business card, but giving them pens, or notepads with your name and company on it go a long way.  You want your name to stay visible after you help a client. Try branding some mousepads, or bottle openers to keep your clients thinking about you.  

We hope you found this helpful in your search for referrals.  Don’t be afraid to try new things to revitalize your former clients, and leave an impression.  Some realtors and brokers have even found success in incentivizing and rewarding referrals!

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