A great way to receive referrals is to give them. Become a referring machine. Be on a constant look-out for people who need referrals to other people.
Do you have the world's best hairdresser? Dog-sitter? Handyman? Spanish tutor? Knock yourself out building THEIR business through your referrals!
How does this help you?
Oh, let us count the ways.
You become known as a resource among your Sphere of Influence. Not simply as a fabulous real estate agent, but also as the Keeper of the Referral Directory. As they say, "no publicity is bad publicity" -- every time your name crosses the mind of another person on this planet, the potential for receiving a real estate referral just increased, if only a wee bit. If the person actually contacts you to get the name and number of your dog-sitter, BAM! A rapport-building opportunity is delivered to you on a silver platter.
Think about how wonderful it feels to receive a referral yourself. Don't you feel incredible warm fuzzies toward the person who thought enough of you to send their friend your way? Evoke those feelings in others and they WILL return the favor.
What goes around comes around. It just does.
There's not much to it. Simply keep your antenna up for people who are deserving of your referrals ... as well as people who need your referrals.
Casually gather business cards of the people you feel good about referring, or simply memorize their website or phone number. BONUS! That way you can write down THEIR contact information on the back of YOUR business card!!
Get in the habit of sending business to others and they will quickly get in a habit of sending business to you!
Published: February 18, 2008
Use of this article without permission is a violation of federal copyright laws.
Jennifer Allan-Hagedorn was a top producing real estate broker in Denver, Colorado before writing her first book in 2007. Since then, she has written several more books about the business of selling real estate including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect, the sequel, If You're Not Having Fun Selling Real Estate, You're Not Doing it Right and her latest, to be released in Spring 2011, Prospect with Soul for Real Estate Agents.
Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign.
Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would
like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched.
She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com.
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