Landing consistent real estate referrals creates a considerable amount of business for an agent.
Referral business is the cornerstone of success for any real estate agent. People looking to purchase a property want to work with someone they can trust. Someone who can make things happen.
But real estate referrals, even if your service is flawless, isn’t a guarantee. You can’t bank on people supporting your business. You must have a strategy to build a game-changing referral network.
Get more real estate referrals when you use these 5 proven tips
1. Build trust with your clients by sending a personal thank you
Real estate referrals are statements of confidence. Your client is vouching for you, putting her name on the line because she trusts you’ll do a great job for her friend, colleague, or family member.
Building that sort of relationship takes more than doing a good job. You have to make a connection. One of the best ways to personalize your service without crossing any professional barriers is to send a hand-written thank you card.
It’s quick, personal, and sets a lasting impression. People want to help people they like, so get your clients to like you.
2. Go the extra mile for clients with tremendous networking potential
Some people offer more opportunity for real estate referrals than others. Be aware of who you’re serving. Look into everyone’s professional online network. Connect via LinkedIn or Facebook and see who they know. Do a little digging, and you might find a golden goose in your pocket.
That said, the “going the extra mile” part is paramount. Show them customer service they’ve never seen before. Go to battle for them.
3. Give your referral sources a client profile to narrow the pool
If you specialize in a particular type of property or target market, it’s smart to give your referral sources a guiding hand. You don’t want to waste anyone’s time (you, your referral, or the referee).
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Fill out a one-page profile that paints a picture of your ideal customer. The profile will help your supporters remember the type of person that would be a great fit for your business. And they’ll remember, too, when the timing is right.
4. Build a referral program and market it through your email database
People are more likely to refer your business if they receive some reward. That’s the tipping point for a referral program: giving a valuable incentive.
But a lot of people have programs and don’t close much business, right? Well, that’s because they don’t market it correctly. Or it’s a confusing process that complicates an easy thing.
Build your referral program with your audience in mind. What kind of incentive would people find most valuable? How can you make it easy for referrals to show up and to send out rewards?
A few tips:
- Build a page on your website dedicated to the referral program. Explain the process, how it works, and why it’s such a valuable offer for potential referrers.
- Compile an email list and write out five emails that promote the program. Study up on how to write good sales emails, too.
- Partner up with a business that will hand out marketing materials or refer you directly.
Partnering is a solid way to network with new people you wouldn’t meet otherwise. Other businesses can set up real estate referrals by handing out your marketing materials or displaying them in their offices. And you do the same for them. This strategy works best when you partner with companies that serve similar types of customers.
For instance:
- Home or business insulation companies
- Landscaping and maintenance
- Home cleaning services
- Contractors (carpenters, electricians, roofers)
- Residential and commercial solar installation
Create rack cards, handouts, and business cards that these business owners can use while on the job. If they know someone is trying to sell their house, it’s perfect timing.
5. Join a local (and active) B&I group that’ll support you
Business and industry groups are a good way to meet people in other professions that could refer you to their clientele. Much like a networking group, but instead of paying for membership, you’re usually invited to join by someone already in the group. So it’s a referral system right from the get-go. However, you have to also offer value to the group regarding networking potential. So pitch a friend in a local B&I and prove how valuable your network could be.
Want to improve revenue at your real estate agency? Blitz helps you to nurture relationships and win more customers with automated sales follow up! Schedule a free demo and we’ll show you how our software can increase efficiency and improve sales at your real estate agency!
Do you have any suggestions for building a referral business? Share your tips with our readers in the comments!