Referral Secrets Of Top Producers

Any sales professional knows that a solid pipeline of good sales leads can be the difference between a mediocre business and a booming business. It’s easy to become overwhelmed with so many lead generation options, especially with technology in the mix. Can you fill your pipeline by purchasing online leads through social media or business websites? What about making cold calls every day? Yes, but your best lead success will likely come from people who already know you, like you and trust you. Referrals are golden! Especially in the real estate industry. 

A recent consumer study by the American Marketing Association reports that 75% of American consumers trust personal recommendations over all other sources of information when deciding on goods or services. Getting more referrals isn’t rocket science. It can be simple and rewarding. Here’s a few things top producers do that make a big difference and keep those referrals rolling in: 

Standing Out In Your Field

Outstanding customer service always pays off! When your clients are pleased, they’ll naturally refer you to their family and friends. When someone gives you a glowing referral and you do a great job helping them, it casts a positive impression on the person who referred you as well. Conversely, if things go bad, then that impression can be diminished. That’s why it’s so important to give your very best. Nurture and cultivate your business relationships so that your clients always feel safe and confident referring you to others.

Always Ask

People are inherently good and enjoy helping others. But, they can’t read your mind. If you don’t ask for referrals you could inadvertently give the impression that you’re not eager for new business. Reach out to current and former clients; people in your business, social or church groups. Always ask for referrals when the topic of your business comes up: Do you know anyone looking to buy or sell a home? The answer might be “yes” and you’ll walk away with a lead or two. 

Give Thanks

Make it a point to thank people in a timely manner for a referral, whether it pans out or not. After all, they have no control over whether a deal closes or not and you don’t want to discourage anyone from sending more referrals your way. If you do make a deal off of a referral, sending a nice gift after closing and a handwritten note thanking them again for the referral, will go a long way in nurturing that ongoing client/agent relationship.

Return The Favor

Those who speak highly of you and send referrals your way can always benefit from the same for their businesses or occupations. They may be a contractor, run a restaurant or a beauty salon. No matter what, everyone can benefit from leads. As long as the business is reputable and the referral is sincere, positive word of mouth works both ways. 

Keep In Touch

Don’t let your former client relationships lapse. If you haven’t been in touch with some of your past clientele for a while, shoot them an email or a greeting on social media. Call and invite them for a golf or lunch date. Sending an old fashioned birthday card or a gift card to their favorite restaurant on an anniversary, stands out a lot today. They’ll think of you first when someone asks them if they know a good real estate agent.