5 Easy Ways to Get More Referrals

Every real estate agent knows that referrals are the best lead channel. But how may referrals are you getting? Check out these 5 easy steps for getting more referrals

Every real estate agent knows that referrals are the best lead channel. But how may referrals are you getting?

The truth is, if you want to start working by referral – then you need a strategy. A few simple habits can go a long way when it comes to increasing referrals from people you know.

Offer Incredible Service

First things first, if you want to increase your referral business you’ll need to be memorable. Think about your specialty, and how you’re unique. What takes your service from good to great?

Develop Regular Touch Points with Past Clients

After closing, make sure you’re staying top of mind with past clients. If you have a newsletter for potential buyers, you should have a newsletter for past clients. And make sure the content is relevant for them (ie – don’t just promote your listings). These touch points can include:

  • Social media content
  • Client appreciation events
  • Newsletters

Check In

There’s nothing like a personal phone call to check in with past clients. It shows you value their business, and that you’re a trusted source of real estate knowledge. If clients were planning on doing renos after moving in – this is an easy talking point. Other great ideas for check in calls are:

  • When mortgage rate changes
  • The anniversary of the sale
  • If new construction is planned in their area
  • Industry news that may affect them
  • Seasonal home maintenance tips

Ask

If you deliver excellent service, stay connected with past clients, and act as a trusted real estate expert – then asking for referrals won’t feel gimmicky. For example, you could say  – “I really enjoyed helping you find your first home, and if you know anyone who may be interested in entering the real estate market – I’d love to help them out.” A simple statement like this tells past clients the type of referrals you’re interested in, and makes it clear that you’re looking for referrals.

Say Thank You

Whether a referral turns into new business or not – always say thank you and show your gratitude. And better yet – if the person has their own business, send a referral back their way!

5 Things Every REALTOR Should Do After Closing

Your Post Close To-Do ListFor any real estate agent, getting to the closing table means we’ve done our job. We’ve guided our clients through the real estate process, helped them find perfect home, negotiated the best deal and ensured all the T’s are crossed so everything goes off without a hitch. The truth is though, getting to the closing table doesn’t mean our job is over. Real estate is about relationships. And if we want to drive repeat business and referrals, the relationships we build with clients can’t end when the deal is signed.

 

So, how do you foster client relationships after you close? Here’s our list of the top 5 things you should do with every client.

 

1.Say Thank You

Thank you is one of the most powerful phrases in the English language. For sales professionals – it should be a regular part of your day. After you’ve finished working with a client, send a personal thank-you note or drop off a closing gift. It shows you’re sincere and care about more than your commission.

2.Connect Clients with Your Trusted Service Pros

Buying a home is just the first step. New owners need a long list of home service pros and local businesses make their house a home and help them get settled in their neighborhood. Share with clients your list of trusted vendors – like movers, landscapers and painters – and your favorite local restaurants, hang outs and attractions.

3. Ask for a Review or Testimonial

Honest feedback from recent clients is the best way to understand why clients love working with you, and what improvements will take your business to the next level. Send clients a short feedback survey after you close and ask if they’d be willing to provide a testimonial or write a review.

4. Let Clients know you Love Referrals

As a real estate agent, referrals from past clients can provide a steady stream of  highly-qualified leads. Referrals decrease your marketing costs, minimize prospecting time and improve your time to close. But don’t assume that referrals will just come your way – you should be actively engaging with your referral network. Let past clients know referrals are the backbone of your business, highlight the type of client you like working with and ask if they know anyone looking to buy or sell that fits this profile. For example, during a check-in call with a past client, you could say “I’m really glad to hear you’re enjoying your new home. I love to helpling first-time home buyers find the perfect property, and I was wondering if you have any friends or family looking at buying their first home that I could contact?” If you’ve done your job – you don’t need to be afraid of asking for referrals.

5. Plan to Stay in Touch

If you want to increase repeat clients and referrals, you’ll need to stay in touch with clients after you close. Create a communications roadmap to stay top of mind – this could include a follow up call 1 month after move-in date, monthly email newsletter to past clients with market updates, and holiday cards.

 

How do you stay relevant and top of mind with past clients?

 


With ClientLinkt  real estate agents & offices can share their list of trusted home service providers and local businesses with clients via their own custom-branded mobile app – helping them to increase client value, stay top of mind & drive referrals. 

 

Affinity Programs – A Secret Weapon for Client Referrals

The Secret to Client Referrals

Any real estate agent or broker will agree that the best form of lead generation is referrals from past clients. These prospects are not only highly qualified leads, but they also already know and understand your expertise and what niche market you serve.

 

Unfortunately, there’s just one problem. While most past clients say they’re willing to make a referral, few actually follow through – which leaves real estate agents in a difficult spot. How do stay relevant with past clients so they send referrals your way?

 

One of the ways we’re seeing agents and offices have huge success driving referrals from past clients is by having an affinity program. Realtors can negotiate rewards, deals or specials from local businesses to offer their clients – which creates new client value and keeps agents top of mind after closing – all helping to drive referrals.

 

Think about it. As a real estate agent, you’re a an expert in everything real estate. You know all the best moving companies, painters, landscapers & home decorators that can help your clients with their new home. These service providers love when you send clients their way, and your clients really appreciate your trusted advice. So, these are perfect businesses for negotiating deals for your affinity program with.

 

But you’re also a local expert. You know the best restaurants, boutiques, tourist attractions… even daycares and children’s activities. When clients move to a new area, it’s these local businesses that make them love their neighborhood and feel at home. So these types of businesses are also great candidates for your affinity program.

 

At the end of the day, providing more client value and staying top of mind after you close are how you’ll drive referrals from past clients and grow your business. Does your office offer a client Affinity Program?

Driving Referrals from Past Clients

Real estate agents are constantly looking for better marketing strategies to drive leads. They’ll experiment with everything from Zillow, Craig’s List, FSBO, social media, AdWords, mail outs – the list goes on. But any real estate agent knows that their best lead source is their current client base. For agents to in business 16+ years, 40% of their business comes from repeat clients and another 21% comes from referrals.

 

But driving referrals and repeat business means staying top of mind with past clients.

 

So how do you stay connected?? Most successful agents have realized the importance of creating multiple touch points. Whether the strategy is formal or not, this can include:

  • a closing gift
  • home anniversary cards
  • email newsletters
  • invites to community events
  • holiday cards

The reasoning behind these touch points is that the more contact between an agent and past clients, the more likely past clients are to become repeat clients and send referrals the agent’s way.

 

While staying connected is the first step, real estate agents need to go beyond simple communication. Think about it – how many emails do you receive from businesses, community groups & politicians vying for your attention??? Marketers send over 838 million emails every year – meaning it’s only getting more difficult to get your messages heard.

 

Therefore, you need more than just regular contact – you need to stay relevant and provide real value after the sale.  Don’t think of your relationship with clients as simply buying and selling property – as a real estate agent you have a vast knowledge base on everything real estate related including market trends, decorating, landscaping, mortgages, community events and home maintenance. This is where you can provide real value to clients long after the sale to drive referrals and repeat business.

 

ClientLinktWhen you send past client newsletters or check-in, share your knowledge. Provide home maintenance tips, advice on landscaping or secrets to getting great curb appeal.

 

Better still, do you have a list of quality service providers and local businesses? Share your contact book with past clients so they can access trusted home professionals anytime. With ClientLinkt by QuickLint, you can share your list of vendors and local businesses with past clients via your own branded mobile app. Clients can access your list of preferred providers anytime – meaning you’re constantly offering real value long after the sale. Better still, you’re able to build your brand by having a constant presence on past clients’ Smartphone.

 

 

If you’d like to learn more about ClientLinkt visit www.clientlinkt.com or contact sales@quicklinkt.com