The key is to focus in on your “personal circle;” friends, family, and acquaintances who may be willing to recommend you to others.
The average homeowner knows three to five people who will move each year. Let’s crunch the numbers a bit. Assume there are 25 people in your personal circle. If that’s the case, you could get 75 to 125 new referrals per year from the people in your real estate CRM!
Once qualified, you need to take the right approach when asking for a referral.
Here are 3 strategies for asking for referrals:
- Take a low key approach. Let your circle know they’re not obliged in any away just because they’re a friend or relative.
- Clear the air. Let them know that if they’re already loyal to another agent, you respect that.
- Encourage honesty. Let them know that if they’d prefer not to be one of your referral sources, to be upfront with you as it’ll help your business to know who is open and not open to being a potential referral source.
Time and again, agents are surprised that the majority of the people in their personal circle don’t know they want referrals and that their business depends on them. Once they do, their personal circle is, more often than not, eager to help if they can.
Remember not to react negatively if someone in your personal circle seems uncomfortable or does not want to be a referral source. Instead, react positively and thank them for their openness. In reality, they are doing you a favor by being candid.
Be sure to use your CRM for Agents to stay in touch well with everyone who has agreed to act as a potential referral source. You can use IXACT Contact’s professionally written and designed monthly e-Newsletter and drip marketing campaigns to automate some of your keep in touch activities, while at the same time use the system to plan things like quarterly keep in touch calls, a round of golf, or a coffee.
Do you plan on taking these suggestions? Let us know in the comments!