Like any real estate agent, you’re constantly searching for new leads and better prospecting methods to grow your business. For most agents, driving referrals from past clients is a key strategy – since 42% of home buyers find their agent through a referral from a friend or family member. But what if you could tap into a new referral source that sends you high quality leads?
Any agent would quickly jump at the possibility. So what’s this untapped referral source? Your network of trusted service providers and local businesses.
As a real estate agent, you have an intricate web of professional contacts to deliver great service to your clients and make the buying or selling process as smooth as possible. While your team of vendors can help you secure listings and get clients ready to purchase, they’re also an untapped source for referrals.These professionals include everyone from mortgage brokers, financial advisors, lawyers, contractors, home decorators and landscapers.
Think about it – you regularly refer clients to these professionals, but are you working with them to have referrals sent your way? You should be educating your professional contacts about the types of clients you work with and letting them know how they can benefit by sending clients your way.
Here’s how some of these professionals can become your most valued lead source:
- General contractors, painters & handymen that prepare clients’ homes for sale
- Financial advisers that help clients plan for a home purchase
- Mortgage brokers & lenders that work with savvy homebuyers getting pre-approved before shopping
- Property managers that know landlords planning to sell
To really capture referrals from your professional network, remember that they won’t just happen automatically. First, make sure you engage with your contacts regularly so you aren’t forgotten – think about your initiatives for staying in touch with past clients. Then, when you receive referrals from your professional network make sure to keep them updated on sale progress and what’s going on – remember that the client was theirs first. At the end of the day, remember that you get what you give. Sending business two-ways makes for a stronger networking relationship and will help deliver superior service to clients.
If you’re interested in strengthening your professional network, check out QuickLinkt’s referral management tools for real estate agents or share your professional network with past clients via your own branded mobile app with ClientLinkt.