Realtors, how to kill a referral.
Have you ever met anybody named "anybody"?
Neither have your clients.
The two most commonly used words when asking for referrals usually kill your chances of getting any referrals at all. The words are "somebody" and "anybody."
They kill referrals because they are general. When you ask "do you know anybody who needs an architect?" The little Rolodex relationships inside your client's brain starts spinning. And usually just keep spinning because your client doesn't know anybody who needs an architect at the moment. See you get the, "well no one comes to mind, but I'll keep my eyes opened. Period." Answer and you get no referrals.
Can you see how asking this question would kill the chances of referrals? You don't ask for referrals you let your clients create them for you. How do you do that? You need to give them a tool that sparks conversations about you. No a fence, but your clients don't care about you, they're so busy with their own lives that's all they have time for. So they need something that sparks conversations about you.
That is where our paintings come in, imagine that your client has a painting of their home on their wall. A painting that you help them buy or sell is proudly displayed on their front foyer wall. Every time a visitor comes over they will look up and say oh my is not a painting of your home? And that's when your client will proudly say "yes, it is, my realtor gave it to me!" And that is the tool that creates the conversation that generates referrals for you.
So instead of asking for referrals, you need to give them a tool that has your clients creating referrals for you for decades to come.
Enjoy the painting.
Russell McRae,
Paintings start at only $200 and arrive matted, framed, nestled in our handmade packaging, with a thank you card ready to present to your clients.
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This is from the book Giftology by John Ruhlin,I highly recommend this book.
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