Building a successful real estate business with a consistent flow of referrals requires a multitude of skills.
Here are three of the most important:
Get more Google reviews
We live in a world where online reviews are an essential component of the decision-making process, and this certainly holds true when it comes to selecting a realtor.
Even if a past client refers you, the person they referred you to probably wants more information about you before they call. So what’s the first thing they do? They Google you.
Have you ever had a past client tell you they referred you to a friend, but they never called? It’s probably because your online presence is lacking. But having at least a few glowing Google reviews can make all the difference.
So here are a couple of tips to get more reviews:
1. You have to ask for a review, but when is the best time to ask? It’s at the point of maximum elation.This is typically right after you’ve had an offer accepted on their perfect home or when all the conditions are waived on a purchase or sale. You figure it out but remember that timing is crucial.
2. Make it easy for clients to write a review by sending them a quick link. And remember to follow up if they forget.
Send a monthly newsletter
Believe it or not, I credit my monthly newsletter as my career’s most crucial marketing piece.
An electronic version costs practically nothing, and it’s a once-monthly reminder to all your past clients, referral sources, friends and families that you’re an active agent looking for business.
A potential seller may ignore your newsletter 50 times in a row, but the 51st time is just at the moment in time when they’re planning on listing, and that’s when you get the call.
I’ve had people call me to list their homes after a decade of receiving my newsletter. To be honest, in many cases, I’ve long since forgotten where I met them. Remember — be diligent about constantly adding to your mailing list.
There are numerous service providers that will take care of managing your newsletter for you, so there’s no excuse for not having one. It can be as simple or as fancy as you decide, but the most important aspect is consistency. I strongly recommend you add this to your to-do list and get it done!
Understand why people recommend you
Hint: It’s because it makes THEM look good.
When a past client recommends you, it’s because they have 100 per cent confidence that you will provide the same level of exemplary service to their friend or family member that you provided to them.
You don’t get referrals by asking. You get them by deserving.
Focus on providing the very best experience possible to each and every client, and continually work on improving your knowledge, skills, systems and procedures.
After Ted Greenhough’s first year as a Realtor, he earned between $590,000-$865,000 every year for 12 consecutive years, all as an individual agent, without ever once making a cold call, reciting a canned script or doing any other “salesy” stuff. Now he runs Agent Skills, an online learning program for agents across North America.
