Are You Creating Advocates In your Business?

There is nothing more important to the survival of your real estate business than having a consistent stream of high-quality referrals. Like a flowing river which is fed from many different streams, your business has to be fed in a similar way. One of the most effective and enjoyable methods in our industry is taking the time and devoting the energy to staying in touch with your database…giving them value and information to educate them on the excellent service you can provide…and remembering to ask for the referral!

Take the time to sort through your database to determine who the most likely sources of quality referrals are. To get the most out of your time, it’s important to prioritize everyone in your database…and then prioritize your time with each individual based on their ability to help you grow your business. Your database is not a list of names…It is a list of relationships!

The second step is to make the connection with each person and find meaningful ways to connect with them. Be sure to ask open-ended questions which allow them to share their story, and don’t forget to listen and remember…The next time you speak with them you can interject something “meaningful” into the conversation.

When you take the time to deepen your client relationships you make emotional deposits so the next time they hear someone speaking of buying or selling the will immediately think of you. This is when you know they are your advocates!

Suggestions for building advocates:

·        Spend more of your life trying to understand other people’s views than trying to sell them on your own

·        Practice active listening

·        Keep the conversation positive, don’t drift towards the negative

·        Consistently do more “small things”: It’s the small things in life which make the big differences!

Eddie Brown ©2013

www.ICU-Coaching.com