More than half of the leads you will generate as an agent come from referrals and past clients. This works out great for you in a couple of ways:
- It means making a great impression on just one client could send new client leads your way.
- Your referral already trusts you and is ready to invest in you and your business.
For any businessperson, and especially real estate agents, this is key.
People who are looking to make a significant life change by purchasing a home will seek the advice of friends and family. If someone is referred to you, he or she will already trust in you because his or her friend or family member did. So how do you make sure past clients are referring you?
Here are four ways to secure every referral opportunity:
1. Change up your email signature
For people to remember you, your email signature will need to be something that sticks. Instead of just using your name and company in your email signature, add your logo with links to your social sites so that your email recipients have opportunities to learn more about you and familiarize themselves with who you are.
If your email signature sticks with clients, it’ll be easier for them to remember and recommend you to a friend or relative later down the road.
2. Make a referral rewards program
If you provide your clients with an incentive to refer you, they’ll be more likely to and will jump at the opportunity. Sometimes your clients won’t come across anyone who needs an agent for several years.
A referral rewards program will help former clients remember your services and want to refer their friend to you. Some referral reward ideas are money or a gift like home staging.
3. Get your client’s cell phone number
Having your clients’ cell numbers is a great way for you to connect instantly. It will also provide an opportunity to exchange information and get added to their phonebook so they’ll have your number handy to pass on to friends who might need an agent in the future.
If they only have your card, it could easily get tossed within a few months after closing the sale. This way, you’ll both be able to contact each another easily.
4. Add a ‘recommend a friend’ section to your website
Sometimes, a past client will want to recommend you to someone but will forget or won’t have an easy way to do so. To solve this, add a “refer a friend” button to the front page of your website in an easy-to-spot location.
When your past clients look you up and see the referral button, they won’t have to send an email directing friends and family to your website or call them to give out your info. They can quickly take care of the introductions straight from your web page.
Getting your past clients to refer you starts with making sure they remember you and giving them a convenient way to send friends and family your way. When you add the bonus of a referral reward, your client will benefit, too.
Follow these four steps, and let your referrals do the rest.
Alex Quilici has been a successful entrepreneur in the telephony space for the past 15 years, and is now the CEO of YouMail, which replaces traditional voicemail with unique call management services.