“Working by Referral” is an organized approach of targeting your current database of those people who already know, trust, and like you for personal referrals. This style of pinpoint target marketing enables you to spend more time building relationships and less time chasing dead-end leads.
All of our coaching systems are based around
working by referral…this style of coaching provides
you the tools you need to:
· Nurture relationships by consistently staying in contact and giving valuable insight and information on real estate.
· Better manage your time and commit to the most important activities which provide long term stability to your business.
· Track your activities and the resulting successes so you know what is working…and what is not.
· Create more opportunities, at less cost, keeping your pipeline (and your bank account) full!
Once you elevate your consistency of contact to your database and they experience the level of customer service and care you can provide…(and when you remember to “ask” for the referral)…they become confident and excited to refer you to friends and family members. The referral you receive from a person who knows, trusts, and likes you will also most likely be a great person to work with.
This high level of personal contact will create front of mind awareness with your database…just remember… to receive, first ask you must!
Four Easy Ways to Ask For Referrals:
1. Even though it may look like I’m swamped…. I’m never too busy for any of your referrals
2. My pipeline of new buyers and sellers has diminished recently… Do you know anyone who is right now thinking of buying or selling a home?
3. I have really enjoyed working with you to buy/sell your home…if you know of anyone who would appreciate the level of service I provide, please call me with their names and numbers and I’ll be happy to follow-up and promise to take great care of them.
4. I have enjoyed speaking with you today and look forward to working with you in the future…over the next few weeks, because your focus is now on real estate, you will most likely be hearing others who are also thinking of buying and or selling a home…when you come across these people, please call me with their names or give them one of my cards… I would consider a referral from you the highest form of a compliment.
5. Bonus Round: If all else fails….My kids are hungry and my mortgage is past due… can you spare a referral buddy?
Eddie Brown ©2012
For more info on how ICU Coaching can help grow your business visit: http://www.icu-coaching.com/
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