3 WAYS TO ASK FOR A REFERRAL

3 WAYS TO ASK FOR A REFERRAL “The truth is, most people won’t think to refer you unless you ask.”

GIVE. ASK. RECEIVE. These three words are the core of the three-pronged approach for real estate agents who work by referral. First, you give great service and build trust. Second, you ask for a referral. Third, your clients refer you to the people they trust.

Most real estate professionals have no problem with the first part. Our relational business is all about offering great service to our clients before, during and after the sale. They also enjoy the third part – after all, everyone loves new business. The part that gets sticky is the second part: asking for a referral. Even the most outgoing agent in the world has reservations about directly asking for a referral. If your clients think you’re great, they’ll just refer you, right? The truth is most people won’t think to refer you unless you ask. Once you put in mind the thought of referring you, they’ll pay more attention to opportunities to do so.

Three perfect opportunities to ask for a referral:

1DURING A TRANSACTION. One of the best times to ask for a referral is when you’re working with a client. This is the time they’re discussing their transaction with their friends and family. It’s also when they’re most likely to refer you.

2ON THE PHONE. Remind your clients you want to help those close to them.

End your conversations with a gentle reminder that you’re never too busy for their referrals.

3IN PERSON. Whether you run into folks at the store or you’re meeting for lunch, you have the opportunity to ask for a referral.

Remember, practice makes perfect. The more you ask for a referral, the easier it’ll become.

Interested in learning more about Buffini & Company? Visit my.rlpNetwork.com/training.

BRIAN BUFFINI Founder and CEO of Buffini & Company™ buffiniandcompany.com