The Importance of Referrals
We ask for referrals for restaurants, movies, a hairdresser, a doctor, or a plumber. When we are in need of virtually anything, from professional services to a great vacation spot, chances are we first seek a referral from someone we trust. When people look for a real estate agent, they are likely to ask someone they trust for a referral.
When you first start in the business, you may get a referral just because you are a great person. Once you have some experience, referrals come from the type of service you provide. Providing exceptional service will help you reap the benefits of referrals. If you only provide satisfactory or less than satisfactory service, don't expect people to recommend you.
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When you receive a referral from someone within your sphere of influence, it is critical that you acknowledge that referral right away — with a token of appreciation or a thank-you note. Even if some of the referrals don't buy or sell, you want your sphere to know that sending you referrals is appreciated.
When someone's friend or colleague needs an agent, you want to be the agent that people refer. In order to be that agent, you must constantly ask for referrals. Agents who have built their business by referral have elevated asking for referrals to an art form. These agents don't just expect their friends and family to hand out business cards. Handing out business cards is great but it is not enough. In order to get referrals, it is important that your friends and family get permission for you to contact the people they are referring; they need to get their contact information and pass it to you. When someone receives a business card there is a small chance that he or she will call you. When they give out their name and number for you to contact them, you know that you have a real lead.
