An agent recently asked me “How do I become referable?” I told them “It’s easy!” …All you have to do is get everyone to “Know You”…”Like You”…and “Trust You”.
It is impossible to produce large numbers of quality referrals unless you generate those 3 “Referring Emotions” with everyone you know…. Being an enjoyable person to be around just isn’t enough to get your Book of Business (BoB) to want to refer you.
Here are a few tips on how to become “Referable”: (use who you know)
Mediocre Effort Produces Mediocre Results;
· Exceed the expectation of everyone you come in contact with…this includes other agents, other agents clients, and even people you don’t end up doing business with.
· Always do what you say you are going to do…Mediocre results will never gain you the third emotion of trust. Know your client’s expectations up front by questioning them before you list or take them to see the first home for sale.
· Admit and correct mistakes…On the rare occasions when your service does fall short… admit it… apologize… immediately make it right. This is not a time to procrastinate! And there is never a right time to be untruthful…
Remember: You want them to TRUST you! Put all your efforts into righting the wrong and none into covering your tracks… Once the client knows you are committed to their satisfaction and happiness… the relationship will begin to mend.
Become “The Expert”;
· Share your market knowledge and expertise by regularly calling your clients with market trends for their area…build a following for a monthly newsletter chocked full of real estate related items designed to entice your data base to call you for more.
· Get to know your data bases real estate needs… by meeting their personalized needs you will not only serve them better but will make them more likely to tell everyone they know about you.
· Remember the “reticular activator”
· Continue to serve your client’s after the closing…don’t become the “Forgotten REALTOR”. Over 70% of buyers and sellers surveyed could not remember their REALTOR’s name 18 months after they closed the transaction. If they can’t remember your name… how the heck are they going to refer you? (Don’t be a Secret Agent)
SAY THANK YOU!
· The power hidden inside this simple step is most often overlooked. By vocalizing your gratitude you express your appreciation to the people who, end result, feed your family, pay your payments, fund your retirement, and supply tuition dollars for college education accounts for your children. Your saying thanks will be rewarded with referrals.
Getting people to refer you is easier than you think…Become referable by building emotions within your BoB… (instant referrals)
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Eddie Brown ©2011
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