Learn how to turn your happy clients into lucrative lead sources that supply you with business for years to come.
Sometimes, your work speaks for itself. Other times, your clients will speak for you. The agents who build successful referral networks know how to get their clients to talk.
Just Being a “People Person” Isn’t Enough
Your professional image and personality are two big reasons clients will decide to work with you, and are important in your business, but being likable isn’t enough to earn you the kind of recommendations that will be profitable for you.
You’ll need to prove to your clients, through every interaction and every step of the home buying or -selling process, that you’re someone they want to stay in touch with.
You may think that simply calling to check in with past clients once in a while, or friending them on Facebook, will be enough to keep them thinking about you. In reality, it’s not that simple. Understanding when and how to reach out to keep client connections open is an art, one that agents who enjoy robust referral business learn to master early on.
There are many channels at your disposal. It’s up to you to know which will be appropriate (and appreciated!) with any individual client.
To be someone your clients will recommend to their friends, you’ll need to build trust and provide service so memorable they’ll think of you immediately. What do you offer that other agents can’t?
Maybe you’re a natural with luxury buyers. Maybe you specialize in a certain area or speak a language that makes you indispensable for a certain demographic of buyers. Or maybe you’ve simply found ways to make clients’ lives easier that they weren’t expecting.
Whatever your strengths are, your clients must know that you’re leveraging your skill set to the best of your ability and providing personal service based on their individual needs.
Don’t Be Afraid to Ask
If you’ve done a great job and your clients are thrilled with the outcome, then they’ll probably be more than happy to recommend your services to others.
It’s nice when clients think of you and recommend you unprompted, but your clients are human. They’re going to move on with their lives (which will be busier immediately after buying or selling a home) and chances are they’ll need a nudge. Knowing when and how to tactfully ask for referrals is an important element of maintaining your agent-client relationship; the way that you ask is important, and you don’t want to make anyone feel pressured and leave things on the wrong note.
Are you confident in your ability to solicit referrals from your clients?