How do veteran agents generate more referrals?

CoupleWithAgent_534365305

Any real estate professional can tell you: the business is often all about who you know. So for those who are new to the field, the question typically becomes how they can make the right impression to get clients to refer others. Fortunately, a few tips and tricks recommended by long-time agents can typically help those just starting out, build the bedrock of their future success.

In general, agents who do best with clients – whether they’re buying or selling – share a small handful of common traits, according to Inman. They’re likable, approachable, genuine, and flexible. Not surprisingly, those traits tend to resonate with their clients because they foster an atmosphere of trust throughout the real estate sales process, which can often be a trying time for consumers simply because many haven’t bought or sold a home before.

Be in the client’s corner
While most agents are going to have a number of clients at any given time, the ability to make people feel like they’re get special attention – and their needs are being attended to at every turn – is vital. That means being available to answer calls and texts at just about any time, but also having the ability to meet with clients in-person if they need it. Veteran agents know the best ways to reassure clients about how things are going with the occasional face-to-face meeting really adds a personal touch that even attentive work to answer all calls or emails won’t.

Of course, not all clients are the same, and having the capability to know when to lean into that kind of hands-on service and when it’s not particularly necessary, in any given situation, is also vital. Being as open and honest about how the sales process is going is great, and so too, is staying in contact even after a sale is completed. After all, if the name of the game is getting referrals for future business, working to stay front-of-mind is crucial.

What about costs?
Of course, veteran agents often find fertile ground for referrals through more traditional means, such as programs that thank past clients for getting them in touch with someone who completes a sale, according to Ixact Contact. In addition, agents who are able to understand the unique preferences  of their clients, and their  ability to use what they learned about their clients during the sales process ultimately guides their choice in choosing the best targeted thank-you gifts to surprise and delight them, and leave a lasting impression as a result.

At this time, though, it might be wise to think a little more outside the box with those “thank-you’s.”  Perhaps consider hosting small “block parties” in your office parking lot at the end of the spring or summer shopping seasons, which can help connect not only with clients, but the community at large.

Agents who want to stand out from the crowd and get more referrals can typically do so just by putting in a little extra effort to show their clients just how important they are. And for newer agents in particular, that kind of effort can really set the standard for the rest of their careers.

Brought to you by HMS Home Warranty.  HMS is an industry leader with over 30 years of creating success for clients and providing peace of mind for customers.  To learn more click www.hmsnational.com.

Reasons to Make a Phone Call

We would like to share a recent email from Lloyd Dreibelbis, the Office Manager of our Schuylkill Haven Office with you:

“We tend to get caught up in the Do Not Call mentality.  If you’re calling someone you know… someone in your Circle of Influence… the Do Not Call list just doesn’t come into play.  In my opinion, everyone in your Circle of Influence should receive a phone call from you once a quarter.  Make the call.  Here are some good reasons to call.”       Lloyd D.

  • To get an e-mail Address:  “Hi how are you?  I was just updating my database on my very best friends and clients, and I noticed that I’m missing your e-mail address.   Would you mind giving that to me?”
  • To add someone to your Client Appreciation Program (Circle of Influence Mailing)
  • To announce your affiliation with Prudential & Prudential Landis Homesale Services (Follow-up call to your announcement card)
  • To talk about your new Business Model:  Working exclusively by Referral.
  • A Birthday
  • A Wedding Anniversary
  • A Home Purchase Anniversary
  • A Special “Life” Event… new child, new job, etc.
  • A Holiday Greeting
  • To acknowledge an achievement you read or heard about
  • To let them know that you plan to be in their neighborhood and that you might “pop by” just to say hello
  • Just to say HI… “I’m still in the Real Estate business and am never too busy for any of your referrals!” 

“If you made two phone calls a day… five days a week… for three months (a quarter)… you would make contact with 120 people!” 

-Lloyd D