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— by Michael Hellickson

Master the Art of Referrals

Agents invest a lot of time and money in generating referral business, however, many times they drop ball in following up. There are 10 essential things you MUST do when you receive a referral to ensure you get more referrals, which can contribute to the growth and success of your real estate business.


1. Acknowledge the referral

Sounds simple, right? Just call and say, “Thank you for the referral” can go a long way in building a relationship with the referring agent. Also, ask for any information you may need before you call the referral. Take notes and review them before you call. 

2. Set the appointment – immediately

Within 5 minutes of receiving the referral connect with them. 

3. Add the referral to you your database

Start a drip campaign, and don’t forget to add them to your next client appreciation event.

4. Fortune is in the follow-up!

This is the best script to use when following up with your referral: “I just want to make sure that I’m not dropping the ball on my end.”

5. Send a video text message

Limit the video text to no longer than 15 seconds. Send two texts – Thank the referring agent and the referral!

6. Deliver a handwritten note to the referrer

Include a $10 Starbucks gift card or a gift card of your choosing. 

7. Write a note to the referred person.

You will want to introduce yourself again and make sure that they have all your contact information. 

8. Use video to your advantage

 Create a Facebook video and tag the person who referred you – with their permission of course!

9. Send a gift to the office of the referring agent.

Make a big splash of it. Deliver a colorful balloon bouquet or a beautiful assortment of flowers. It will get the attention of other agents in the office and put you “top of mind” with the referring agent.

10. Utilize your newsletter

Acknowledge the person who sent you the referral. Include both names, giving credit, and thanks to the person you sent you the referral. 

Bonus points – at closing, contact your referring agent once again. Call them personally to let them know the property was successfully closed and thank them for the referral.

Doing these tasks takes time and hard work, but if you play your cards right, it will increase your business exponentially.


 

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