Save your business pitch for later

Re: '8 ways real estate agents can generate referrals for free' (July 6)

Dear Editor:

This was an extremely informative article. When selling a service it is extremely important to understand that the person you are looking to do business with must first have a good relationship with you and have a level of trust that you will take care of the relationship they are passing on to you as the referral.

People do business with people who they like, and in this day and age, with most people having personal friends and relatives who are Realtors, it makes it that much harder to differentiate yourself.

My word of advice, having been a marketing and sales professional for more than 15 years, is to get to know your prospective client. Learn at least five things about them before you ever ask for their business or a referral.

This will ensure you have done your homework, and you understand the needs and the parameters that person is working in. If the person's best friend is a Realtor ... so what.

You have established yourself as an expert, maybe not to help that person buy a house but for the referrals down the road.

Lisa Mitchell
Long & Foster Settlement Services
Chantilly, Va.

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