Realtors, transform your client into a raving fan.
The reverse prospecting secret.
They say birds of a feather, flock together. Clients usually do, too. That's one of the reasons referrals work so well. Once you have one a few ideal clients, chances are they'll be hanging out with other ideal potential clients.
Getting them to refer you can be difficult, even if they like you and appreciate what your company does for them. A small gift, gives you the "prop" to make the referral easier. If you've done it well, it will be perceived as a useful gift, something they enjoy and treasure.
Now the question is, "who should they give it to?" The easiest way to help them figure out who should get it is to do "reverse prospecting".
Reverse prospecting is simply reverse engineering your client's network of contacts, then presenting her with a list of people that you know she knows or, at least, is likely to know. To do this, you've got to know your client well. You need to understand who the associate with, where they work, what industry associations they belong to, what social organizations they participate in, where they go to church and so on.
Then you get or compile a list of the people in the groups you've identified. With your list in hand the next time you meet with your client, you give them a copy in a highlighter and you say "I like to help more people in such and such group. Who on this list do you think we should send a referral letter to?"
Notice, you're not asking them for a "referral". You're asking who you should send your kit to. This is a subtle change to the conversation most business people have, but is very important. It changes from a taking conversation to a giving conversation.
In the beginning of this I mentioned giving your client a gift, one that transforms them from a client to an advocate. I gift that creates the first tile ground for them to want to give referrals. A perfect gift is our house portraits; painting of their home as a thank you gift from you.
Here's a sample of one of the paintings we've created for clients in the past.
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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