“Would you be kind enough to refer me?” When you’ve been in touch with clients and developed a rapport with them, it’s time to approach the subject of referrals. Your past clients hold the keys to your future clients, after all, because people trust their friends and family most of all when it comes to doing business. If you’re simply calling or emailing and asking for a referral — and that’s the only reason you’re getting in touch — be warned that you might turn some clients off. A better tactic is to continue the referral campaign but also earnestly ask them to refer you on that particular card or call. And, of course, you want to make sure that the conversation always ends in a fashion so you’ll be able to stay in touch with them down the line. Here is an example of what we mean in both a phone script and a written message. Phone I’ve been working on expanding my business, and I wanted to ask if a member of your family or a close friend has been thinking about buying or selling a home. If you know of anyone, I’d really appreciate it if you could send them my name. Note I’ve been working on expanding my business recently, and that means reflecting on my best clients and how they made me a success. I hope that if you have a family member or a friend who is considering buying or selling a home, you will kindly refer them my name. What to Do Once You Have the Referral Once you get a referral, you have to move fast to capitalize on it. When you get client referrals, immediately contact them. Doing that in a timely manner will show that potential client you are the professional that they were told about. However, one thing to keep in mind is that you don't have a full understanding of how much your client told the prospect. That means you should prepare your presentation like you need to tell them everything about yourself. You can simply lead into different sections of your presentation by saying "If [former client who referred them] already told you any of what I’m about to say, just let me know.” Take the time at the beginning of the relationship (or during the listing presentation) to talk about goals and the services the prospective client is looking for, just as you would with any lead. You’ll save a lot of time and energy in the long run if you make the effort in the discovery phase. The
42
Powered by FlippingBook