So... whatcha' thinking I might be thinking here? More lunch dates? More blogs? More Facebook, Twittering or Linking In? Or, egads, more cold-calling, door-knocking or referral-begging?
Nope.
Here's a reeeeal easy way to double your business every single year.
EARN one referral from every single client.
If every buyer and seller you serve, every year, were to send just one buyer or seller your way in the twelve months following your time together, you'd double your business, wouldn't you? And of course, if your buyer or seller is that tickled with you that they'll send one person your way, I'm guessing they might do it again... and again... and maybe even again!
So, how do you go about inspiring your buyers and sellers to refer business to you?
Expensive closing gifts?
Nope.
Incessant reminders of your affection for referrals?
Nope.
Monthly newsletters and postcards showcasing your listings?
Nope.
Boilerplate greeting cards on the one month, three month, six month and one year anniversaries of their closing?
No again.
A contract signed at closing where your buyer or seller commits to sending you at least three referrals?
OMG, no.
Gifts, drips, cards or contracts won't inspire anyone to send you business. Oh, they might remind someone that you exist and how to find you, but unless they already think highly of you as a real estate agent, ain't no business coming your way as a result of said gifts, drips, cards or contracts.
It's so, so, so simple. Just be great at what you do. Take care of your current clients as your very first priority. Go the extra mile (where, to paraphrase Roger Staubach, there's not much traffic). And then stay in touch just enough to remind without becoming a nuisance.
And watch your business grow...
RELATED BLOGS:
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If a Tree Falls in the Forest and Nobody Hears it, Is Your Realtor Doing His Job?
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Ten Ways to Show Your Seller You Don't Care
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There you go, Jennifer. You have a great idea. If we're good at what we do, people will talk. Have a great day!
Jennifer: thanks for this great reminder: if we provide outstanding service, we will be referred to others!
Morning Jennifer! Yep all those technical, procedural, do this, then do that, every 2 weeks, once a quarter, auto-mailers, email cards, yada, yada, yada don't mean crap if you didn't earn their trust and respect by your own actions. Just a total waste of time and money. You got it right! Be yourself. Do what you do with professionalism, dedication, respect for ethics, and honest care about what your clients want and need, and the referrals will definately come your way. Have a great day.
The very best in customer service will always be remembered.
GM Jennifer, it is so true do your job and people will remember you for all the hard work and extra mile you went to get things done. I read your article in our local VAR publication. Very nicely written up article.
There are a lot of gimmicks out there for sure. But what you have said is the way to double your business pure and simple
Great customer service is what keeps me going back to any business...so it only makes sense to offer the same great level of service myself.
I certainly like the idea. Being very good at what you do do certainly increase the chances of increasing the business. Sometimes, it's not what you do after the closing, it's what comes afterwards.
Jennifer very true. A referral is the best way to keep our business growning. One then another then another. It's not fancy but it works.
I agree, being very good is important. But, I want to argue here a little this morning. When you're very good at what you do, you make it look easy. I like to have smooth transactions which take work and anticipation. Clients don't always appreciate easy...they think we make too much money for "easy"
I think that first and foremost, we need to do a good job but we need to add follow up to the mix. I remind people I'm here to help. After our recent storms I called to see if they needed anything. The people I was able to talk to were happy to hear from me.
Nancy - I agree that staying in touch is critical (and I do say that in the blog), but it's not going to change someone's referral behavior if they weren't impressed with the agent during their time together. That's where I think our industry misleads agents - by insisting that Staying in Touch is the key to success! The cynical side of me figures that there's a whole lot more money to be made (by the Stay in Touch companies) by selling systems TO stay in touch than there is in teaching agents to do a good job ;-]
Cindy - I love how you word that - "It's not fancy but it works!"
Loreena - did you mean to say it's what comes "before?"
Debbie - I agree (obviously) and besides, it's SO much more fun to show up to work every day if you know you're doing your very best and your clients love you ;-]
Susan - EXACTLY!!! And if said agent who did a lousy job for me insisted on popping by (either in person, in my mailbox or my email inbox), I'd become more and more annoyed with him or her every time he or she reminded me of their existence!
Charlie - Away with the Gimmicks!
Ritu - I haven't seen that article! Do you have a copy of it???
Corinne - Especially in our industry, unfortunately... :-(
Vance - You said it!
Carol - it really IS that simple!
Mike - Thanks! You have a great day too and thanks for being my first comment!
Great blog Jennifer, underpromise and overperform, way to go.
A lofty goal, one referral from every client. It shouldn't be so difficult and it would be FABULOUS. I love referring friends to service providers that I trust and value (e.g., pediatric dentist, tailor, dry cleaner for special occassion garments . . . .). And, these people don't ask/beg for referrals. They are just damn good at what they do and I want to share my resources with my friends.
A contract for referrals at closing, I love it! Thanks for the advice!
Doug - that's a real strategy - asking clients to commit, contractually, to sending you referrals. There was a blog about it a few years back that blew me away...
Aimee- I agree - when you break it down that way - just ONE referral from every satisfied client - that should be easy, right?!
Rene - thank YOU!
This should be easy, if we just do our jobs better than our clients expect us to. What a great reminder, Jennifer, thank you once again.
Great post, most of my business comes from past client referrals. It is nice to know my past clients trust me to handle such a big transaction for someone else they know.
Way cool !!! Thanks so much for sharing your article !
Jennifer this is why you should always treat your clients very good. Answer your calls on time and treat every client like their are your number one client. Thanks for sharing Jennifer.
If new agents would just spend more time looking after every single potential client that came their way their businesses would flourish. It works!
Karen - Yes indeed. Amazing how our industry doesn't seem to get that! But you can tell us all about it on Thursday morning... ;-] www.sellwithsoul.com/secrets.
Lanre - Seems so obvious to me!
Fay - glad you enjoyed it.
Liz - once you have a database of satisfied past clients, your business really does take on a life of its own. It's a beautiful way to make a living.
Dedra - you are very welcome.
Hi Jennifer,
Thanks for sharing another simple but practical tip.
Happy Thanksgiving
Wow it seems so simple but yet it is so true. Iheard that many times and they are certain times to ask for ref's when you create that wow moment.