More referrals? Yes, please!

| Monday, August 16th, 2010 | No Comments »

It’s no big surprise that successful real estate agents have built a large portion of their business on referrals. Do a good job with one client, get a referral. Do a good job for this new client and bam, you’re in business!  If only it were that simple.

First off, as crazy as it may sound, you actually have to ASK your clients for referrals. If you feel you did a good job and your client was happy with you as their agent, it should be automatic that you ask for referrals. Most of the time, your clients have no idea that is how you build your business. So go ahead, ASK (or text or facebook or tweet…however you can get your point across!)

Secondly, buyers and sellers aren’t going to fall in love with you simply because you were knowledgeable and did your job. If you found your buyers their dream home or sold a client’s home in a down market, you have definitely succeeded but there is more. Emotional intelligence (a fancy term for “people’s ability to empathize and connect with others”) plays a huge role in how successful you are in the eyes of your client. If you can master this, you can be sure there will be a healthy serving of referrals coming your way. Many former teachers and nurses do well as agents and this is why. Both teachers and nurses require a significant amount of emotional intelligence and you often hear the saying that teachers and nurses are “in the business of caring.” So while knowing the statistics in your area is crucial, don’t forget to use your people skills too. Clients that feel you really listened and connected with them are probably going to be happier with the overall real estate experience which by nature can be an emotional rollercoaster.

More referrals=more business. I know it’s not rocket science but it’s what most of my business plan revolves around. Not to mention that people who found their agent via a recommendation tend to be much happier with their experience. So thank you to those friends and family that have been so generous with the referrals. You can rest assured I will be emotionally intelligent with all of them!

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