Fun Tips to Getting Referrals

By
Real Estate Agent with Relocating To Baton Rouge & Surrounding Areas

In my previous post, I touched on networking and why do we network? Well, besides meeting really cool people…REFERRALS! Referrals will possibly be the number one way most of us get our business. Most of us start out in real estate with hardly any leads, working from the bottom all the way to the top. It takes time to build a referral base but ultimately, that’s what we are aiming for. Referrals seldom fall into our lap and require serious networking, socializing, getting out and meeting new people, following up on leads and getting the job done. So, what is the best way to get quality referrals? It’s pretty simple and it has a lot to do with the following quote, “It’s better to give than to receive”. Many of us are so busy and focused on ourselves that we fail to realize that extending a helping hand to outside companies and associates can actually benefit us. Of course, intent is key here. If you give to receive then you are missing the boat on this one and will probably be missing out on a number of referrals. Getting referrals is not a piece of cake but learning how to get referrals can make farming much easier.

Tips for Getting Referrals

Create your mailing list:
We all have to start somewhere, right? You should probably start with a pen and paper and think of every single person you know. Now is the time to create your sphere of influence and this can include family members, friends and maybe even the milk man. Be sure to list people that you have some sort of relationship with. If you really do not have a relationship with the milk man then that’s probably something you will want to work on. Picking out random people will be harder to nail down rather than choosing those that you are already close to and comfortable with.

Send out your information:
Once you have created your list, now it’s time to put together a little something to send out to your favorite people. This could be a newsletter, information on a listing or just a kind “howdy doody”, letting others know that you are in real estate and you would appreciate their business and/or referrals. Some say that you should personally touch your sphere of influence twelve times a year, that’s once a month. In order to keep others informed about your business, you need to send monthly reminders that you are still slamming, going and actively pursuing more clients. Don’t forget that sometimes it never hurts to be upfront and ask for business. Most of us need to work on the rejection aspect of the business. Hey, for every no…there has to be a ‘yes’ around the corner!

Make sure mailing list is current:
Once you start getting the hand of touching and contacting your sphere of influence, you need to stay on top of your contact information. This means you need to think about other ways besides the mail to reach prospects. How are you going to know that Aunt Betty moved if you do not stay in touch with her? Don’t be afraid to call her and ask how Uncle Bob is doing.

Be Positive:
Life does not always go the way we want it to so it’s imperative that we stay positive, looking on the bright side. You would be surprised what kind of impact positivity can have on your life. People want to be around other people who are positive. If you are looking for more referrals, …”if you think it, they will come!”. Think positive!

Good Reputation:
People refer others because they have a solid reputation and are dependable. Be on time, don’t break promises, stand by your word, be generous, be polite and stick to the code of ethics. Remember that it will take some work to build up your clientele base and reputation and will require even more work to maintain it.

Track Referrals:
In order for you to know what marketing procedures are working, it’s important that you track all incoming referrals. It’s impossible to know what’s bringing in the business if you aren’t sure where the referrals are coming from. Don’t hesitate to ask clients how they heard about your services.

Thank You Notes:
Never underestimate the power of a thank you card. Sending someone a personal, handwritten thank you card says a lot about an individual. It shows that you have taken the time to sit down and personally write, sign and date something to show your gratitude. It’s the little things that can go a long way in business world. Many of us get so involved with the bigger picture that the small details are overlooked.

Get active :
If you are interested in getting referrals, you’ve got to get involved and go where the people are. In order to get your name out there, you have to put yourself out there!

 

Remember: Instead of asking, “What can they do for ME?”, simply ask “What could I do for them?”

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Show All Comments
Ambassador
1,540,434
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
Lindsay, You are so on the mark with your comments. So much of your referral base comes from marketing to your sphere.
Mar 24, 2008 04:05 PM #1
Rainer
21,951
Stephanie Ballou
Keller Williams Coastal Realty - Dover, NH

Excellent points! I love referrals. In a world, and business, that can have many negatives, it is a true show of how well you have done.

Mar 24, 2008 04:16 PM #2
Rainmaker
256,216
Todd & Danielle Millar
Glenn Simon Inc. - Edmonton, AB
A decade of excellence!
This post if full of incredibly good ideas and pointers. You could build a great client base if you did this stuff consistently. 
Mar 24, 2008 07:04 PM #3
Rainer
62,353
Bart Whitmore
Keller Williams- Louisville - Louisville, KY
Real Estate Agent
Nice post referrals are where it is they can really pay off---Bart
Mar 24, 2008 07:22 PM #4
Rainmaker
366,580
Lisa Heindel
Crescent City Living LLC - New Orleans, LA
New Orleans Real Estate Broker
Well done, Lindsay!  I really like the way you focus on what you can do for the other person rather than me, me, me.
Mar 24, 2008 09:15 PM #5
Rainer
274,098
Adam Waldman
Westcott Group Real Estate Company - Hauppauge, NY
Realtor - Long Island
LINDSAY - Great tips.  Thanks for telling us about the books at the bottom of the post.  I've heard of Seth Godin, but I'm unfamiliar with Jill Lubin.
Mar 25, 2008 06:55 PM #6
Rainer
31,497
Ryan Vivo
Gateway Realty - Fairfield, CA
NRBA Realtor Solano County, Gateway Realty 707-384-5894
This is a very informative post on what to do and not to do to get referrals with a bunch of gems. Great post.
Mar 30, 2008 01:17 AM #7
Rainmaker
362,135
Susie Blackmon
Ocala, FL
Ocala, Horses, Western Wear, Horse Farms, Marketing

Yes, the me me me realtors are missing the boat.  I appreciate your post and the link to Seth... Great!

  

Mar 30, 2008 04:03 AM #8
Rainmaker
139,761
Utah Dave
UtahDave.com Neighborhood Experts - South Jordan, UT
Homes for Sale - Utah
Yes, great post.   You are right...in order to get you have to give.  That is the most important. That is the paradox to the whole thing...so be sure to start giving...before you focus on anything else.
Mar 30, 2008 11:29 AM #9
Rainer
6,905
Linda Coiro
Lifeguard Real Estate, Inc. - Destin, FL
For a great referral program, go to www.BrianBuffini.com.   I use his monthly mailers (items of value) to my past clients and really good potential clients, the notecard program and just constantly staying in touch with those that have has the positive experience of working with you and would give you accolades and recommendations.  I finish every conversation, even with my local bank teller, with the words "oh by the way, if you know anyone in the market of buying or selling real estate, please let me know!"   I sign every note card with "I'm never too busy for your referrals".  The monthly goodie box that you get has the items of value flyers, note cards, Referral stickers, tips for working your referrals that month and a great coaching CD to listen to over and over again.    I don't go all the way with the coaching ..... yet!   But it is an excellent way to get repeat and referral business with people you already know.
Mar 30, 2008 08:53 PM #10
Rainmaker
56,775
Carol Judd
Patriot Real Estate - Vernal, UT
Vernal Utah Real Estate
Thanks for all the good advice.  It does not hurt to hear anything more than once.  There is so much to learn.
Mar 30, 2008 11:28 PM #11
Rainer
286,997
Diane Aurit
LKN Realty, LLC - Mooresville, NC
Lake Norman Real Estate
This must have taken quite a bit of time to write.  Thank you for the comprehensive list!  I'm glad you were listed in the Review!
Apr 01, 2008 11:15 AM #12
Anonymous
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Rainmaker
158,649

Lindsay Pendleton

Marketing Agent - Property Management in Baton Rouge
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