Okay, so if you’ve been around SWS any time at all, you know how we feel about Referral-Begging. Don’t do it. Ever. Just don’t. Ever.
But, but, but…
Yeah, I’ve heard all the but but buts. No need to reiterate them here. (But feel free to search the Referral-Begging tag cloud here.)
Here’s the thing. If you aren’t enjoying a referral-based business, I promise you, I swear to you, I give you my solemn oath on a stack of Sell with Souls that it is NOT because you aren’t asking for them.
So, um, Ms. Smarty Pantz JAH, why is it so, then? WHY am I not getting the referrals I so fervently desire?
(Real helpful, right?)
No seriously, I don’t know why YOU aren’t getting the referrals you want, but here are some far more likely reasons a real estate agent might not get a steady stream of referrals than a lack of asking for them:
1. He doesn’t know enough people to generate enough referrals to live on (shoot for at least 200);
2. She doesn’t stay in touch with the people she does know on a reasonably regular basis (and rest assured that doesn’t mean every 35 seconds);
3. His stay-in-touch materials are cheesy, predictable, unmemorable and/or boring (aka Dorky)
4. She doesn’t provide refer-worthy service, but rather focuses on prospecting for new clients;
5. His friends know him primarily as a party animal, career-switcher or just a generally likeable but flaky guy;
6. She pesters her friends constantly with reminders to send her referrals which a) annoys them thus inspiring them to avoid her and b) makes them wonder why she’s so desperate.
Of course there are those who protest, saying “But I’ve always asked for referrals and I’ve always gotten them!” And if that’s the case, keep it up if you choose.
But I will challenge you to consider this: How many MORE referrals might you get if you do NOT ask for them? Because I’ll bet you that the referrals you’ve gotten you’d have gotten anyway, without asking for them… but maybe, just maybe your Referral-Begging strategy has pushed people away who otherwise would have been happy to refer…?
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