More Real Estate
Generating leads is a necessary operation of any real estate business, but it’s a lot of work capturing, engaging, and nurturing them into becoming clients. The good news is, lead generation isn’t the only way to build your real estate business. There’s also the Holy Grail of client attraction—real estate referrals.
Why are real estate referrals so powerful?
Ever bought something based on the recommendation of a friend? We all have, right? We lean on the people in our lives that we trust, and one of the first things people do when they start thinking about selling or buying a home, is ask their friends, family, and coworkers who they recommend.
Referrals cut the client acquisition process to the chase by sending hot sellers and buyers straight to YOU from a trusted source in your network or client roster. In this article, we’re going to show you how to get more real estate referrals now by breaking down eight strategies you can start using today.
1. Leverage industry events to your advantage.
You should absolutely take advantage of the real estate events in your area. Great connections can be made at these events, and connections generate referrals. Meeting more people and working with more sellers brings more referrals going forward.
Think about it this way. Would you refer someone to a total stranger? Heck no! Events get you out there and help you become more than just another real estate agent face in the crowd.
2. Take advantage of online networking opportunities.
People are your currency as salespeople, so make it a point to interact with new people online every day. Online networking opportunities are huge because there are millions of people with common interests you can connect with online.
Think about how many people you can meet online. There are billions of active users on social media, for one thing. Leverage that audience by starting a group about something you’re interested in. This will give you the perfect way to make connections and start friendships with people who have the same interests.
And you know what I always say—people hate being sold to, but they love shopping with friends. Making those connections allows you to grow your network with people who trust you, see you as a friend, and then suggest YOU when someone needs a real estate agent.
3. Closely manage your client relationships.
Stay connected and maintain your client relationships by being creative and persistent. Every client is different, and it pays to learn everything you can about them. Do they love Marvel comics? Are they into gourmet cooking? A great way to stay connected is to shoot them over a message when something that matches their interests comes to your attention.
Keep in touch even if a client hasn’t replied to you — this is what I call following back. Because if you keep reminding them in a fun way that you are the better option, they’ll contact you in the future and refer you to others.
4. Use multiple marketing channels.
There are so many marketing channels available today. You can utilize brochures, mail, emails, booklets, social media, phone calls, business cards, blogs, podcasts, webinars, and different types of real estate events.
The list goes on and on. Don’t get stuck using just one channel. Take advantage of every avenue you can to build your network and generate referrals.
5. Ask your network for referrals.
Don’t forget to simply ask for referrals. Sometimes all you need to do is just let people know you’d love to help out their friends and family members.
The best time to ask for referrals is after you’ve gotten a win for a client. For example, if you just found the perfect property at the perfect price for a buyer, at that moment they’re going to see you as the best real estate agent in the world. Seize the moment! Don’t be afraid to ask for a positive review and remind them you take referrals.
6. Maintain regular communication with your existing clients.
With all the automated email and messaging software programs available today, maintaining regular communication with your clients is easier than ever. Make it a part of your regular workflow to email your clients on a regular basis, even if just once a month. Email is free, and staying in touch lets them know they are important to you and that keeps you top of mind for future deals and referrals.
7. Have a strong social media presence.
Billions of people worldwide regularly use of social media. There’s no other tool in the world that can put you in contact with such a large number of people in one place. It’s POWERFUL!
Social media marketing gives you the chance to attract buyers, sellers AND referrals straight to you by providing a place where they can learn more about you. Make sure your profiles clearly describe who you are and what you do. This helps you stand out online and makes it easy for people in your network to share your content, telling their friends how awesome you are. This builds people’s trust and generates referrals too.
8. Push your personal brand.
YOU are your brand. You want a potential client to think of you when they think of real estate. There is power in your personal brand, and it will generate leads for you.
First impressions, if you’re not careful, can also become a last impression. Make sure you’re standing out by consistently showing up and talking about what you do, who you are, and who you serve.
Want help building an unshakeable personal brand? Check out my complete blueprint to building a personal brand inside my online course How to Build a Personal Brand.
Real estate referrals can play a huge part in the success of your business. When you create an exceptional client experience, your clients, friends, and community can’t help but recommend your services to others.