As you know, the real estate industry is all about the power of personal connections. Because of this, referrals can be an incredibly effective way to grow your business.
Referrals often come from trusted sources, which helps to enhance your credibility in the eyes of potential clients.
Without being told directly, your network (friends, family, past clients and acquaintances) may not realize you’re accepting new clients or understand the impact their referrals could have on your business.
Effectively conveying the importance of referrals to your network is crucial, but knowing when to ask can be challenging. Here are a few approaches for discussing referrals with your network:
- During a Follow Up: After a successful transaction, extending a follow-up not only shows genuine care but also provides an opportunity to request feedback. When given positive feedback, this opens the door to remind clients about your ongoing search for new business and expressing gratitude for any potential recommendations. You may also want to showcase the positive feedback via a testimonial post on social media.
- Touchpoints: Maintaining consistent communication through various touchpoints like birthday phone calls, marketing emails, postcards, social media posts, and occasional check-ins can be a great opportunity to strategically embed reminders about referrals. This could be a subtle one sentence mention in newsletters or a friendly nudge in holiday cards, reinforcing the importance of their referrals.
- Explain Your Range of Services: Educate your network about the breadth of services you offer and the specific areas you specialize in. Clarify how their referrals align with your expertise, making it easier for them to understand how their connections could benefit from your assistance.
It’s important to assume that past clients will not automatically spread the word or send you referrals, so it’s vital to ask them to directly. Building a thriving real estate business through referrals is not just about asking but also about cultivating lasting connections. Always express gratitude to those who send referrals your way to foster a positive relationship and continued support from your network.
