Realtors, why you're not easy to refer, and what to do about it.
Most of us understand that we must do something referrable and we must be trustworthy if referrals are to flow. You think, "if I do a good job, people will spread the word."
That puts the focus on your level of service. We certainly need to deliver on what's promised, and a little bit more. Yet, that's not the real key to unlocking 10 times more referrals.
No, in fact, it's nothing more than the entry fee to the dance. The minimum you need, to be included in the referral game.
What is missing is ease.
Is it easy to refer you? If not, I guarantee you're sitting on a mountain of potential referrals that you're not getting today, because you've not identified and removed the roadblocks keeping them for referring you.
Here are three roadblocks.
Roadblock number one. People will avoid anything that makes them uncomfortable people even traditional referral carries implied sales pressure. And most of your clients and referral partners aren't great salespeople. They are deathly afraid of selling and see it as, on some level, evil to be avoided. So they will avoid it and you will get no referrals.
Roadblock number two. People are busy with their own lives and businesses. They party got a full plate, and you want them to do your prospecting for you? There uncomfortable about it to begin with, and they certainly don't have the time, you've got to make it ridiculously simple so they they can even use time as an excuse.
Roadblock number three. Even if they're willing, they don't know who, among all their friends, family, colleagues and coworkers they should refer to you. The most common referral question use in the world is, "do you know anybody that might need Z?" And the answer always is, "not off the top of my head, let me think about it." You get the answer because the person you ask has never met anybody named "anybody." You're asking them to do the work of researching who they should refer to you, and they don't know where to begin.
If you think those things sound silly or trivial to you, they are but they are the reality that you are facing every time you ask for a referral. Your job is to eliminate the roadblocks.
That's why the painting every client's home is a simple way to get referrals, you not asking them to send you referrals your simply giving them a beautiful painting of their home that they hang on their wall, exactly were supposed to go. And we place your name suddenly in the corner of the painting. Every time your clients friends or family come over, they look up and they see the painting, and they talk about how wonderful it is and, how great it is to live in that house. And then they asked "where did you get the painting from?" And that's when your clients in a passionate way refer you and say "my realtor gave it to me." And that is the referral.
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.
#realtor #realtors #homes #realestateagent #realestatemarketing #realestatephotography #remax #sold #russellmcrae #realty
--------------------------------------------------------------
This is from the book Giftology by John Ruhlin,I highly recommend this book.
#realtor #realtors #homes #realestateagent #realestatemarketing #realestatephotography #remax #sold #russellmcrae #realty
#realestateagents #realtorlife #realestatephotographer #forsale #realtorlife #properties #realestatemarket
#realtorlife #yvrrealestate #yvr #realtor #realestateagent #home #property #investment #forsale #realtorlife #househunting #dreamhome #luxury #interiordesign #newhome #luxuryrealestate #architecture #house #homesweethome #realestateinvesting #luxuryhomes #business #realestatelife #design #realty #realestateinvestor #entrepreneur #broker #mortgage #homesforsale #bhfyp
#properties #homeforsale #lifestyle #firsttimehomebuyer #construction #homedecor #love #remax #invest #investing #listing #money #investor #newlisting #realestatebroker #homebuyers #investmentproperty #motivation #instagood #propertymanagement #realtorsofinstagram #success #interior #realestatetips #openhouse #luxuryliving #marketing
#realestatemarket #realestateagents #realestateinvestment #realtorsofinstagram #realestateforsale #realestateexperts #realestateagency #realestatetips #realestateexpert #realestatephotographer #realestatenews #realestateinvestors #realestatedevelopment #realestateteam #realestateadvice #realestateblog #realestatephoto #realestatebrokers #realestatemiami #realestatecoach
#realestateinvestor #realestatelife #realestateinvesting #realestatebroker #realestatesales #realestategoals #realestatemarket #realestateagents #realestateinvestment #realestateforsale #realestateexperts #realestateagency #realestatetips #realestateexpert #realestatephotographer #realestatenews #realestateinvestors
#sutton #coldwellbanker #bershirehathaway #sothebys #century21 #windermere #howardhanna #corocan #exprealty #engelvolkers
#oakwyn #oakwynrealestate #exp #betterhomesandgardens #homevestors #realtyonegroup #nexthome #weichertrealestate #epcon #coldwell #erarealestate #homesmart #exitrealty #kellerwilliams