Top 7 Ways to Generate Client Referrals
Another client. Another closing. As always, you think you’ve provided an outstanding customer experience. So why aren’t referrals knocking down your door? It’s time to face it -- your clients are busy enough with their own move to be referring you to friends and family. How do you make sure that you’ll stay top of mind after closing -- and start ramping up the referrals?
What you can do:
1) It’s all in the organization - Say goodbye to those pesky contact spreadsheets. Systemize how you keep track of your current and past clients by using a real estate CRM to organize all of your contacts. With a CRM, you can easily assign your clients to a drip marketing campaign and send out targeted marketing emails to all of your clients. Better yet, divide your contacts into relevant groups based on your relationship with them. It’s a sure fire way to effectively market to each group and target the clients you think would be a valuable source of referrals.
2) Connect on social media - Social media tip #1: Never underestimate the power of the “like.” Connecting with your clients on social media is a great way to stay atop of what’s going on it their lives -- all without having to pick up the phone. “Liking” one of their accomplishments on Facebook -- a move to a new job or a new baby in the family -- is a casual way for you to acknowledge their accomplishments and stay top of mind after closing.
3) Keep in touch & keep it personal - Time to ditch your email and take to pen and paper for this one. Writing a handwritten holiday card or a short note celebrating the anniversary of your client’s home purchase will send the message that you care about your clients. A bonus tip? Sign off by suggesting that you meet up for a coffee date sometime soon. It’s a great way to stay in touch -- and start ramping up those referrals.
4) Offer them a great closing service - There’s no better way to seal a great client experience then have your client’s last memory of you be a positive one. By offering your client a great post closing service like Updater to help them find cable providers in their area or fill out their change of address form, you’ll save your clients time with those dreaded moving tasks. They’ll remember that you helped them save hours of their time right when they needed it most.
5) Tap into your own network - You’ve got great contacts with other industry professionals, so now’s the time to do some serious cross promotion. Calling out another agent in your monthly newsletter or inviting them to an industry event can work wonders for increasing your exposure. Other agents will be sure to reciprocate, and you’ll likely be exposed to new social circles (think: new referrals).
6) Be searchable - Your past client has referred you to one of their friends who are interested in selling. Their interest is piqued, but they’ll probably want to check you out for themselves. Have a polished website, and be sure to plaster your phone number and email all over it -- without those antiquated “contact me” forms. A bonus tip? Include video content on your site -- users love videos, and your prospects will get a flavor of your glowing personality.
7) Don’t be afraid to ask - Many agents shy away from asking their clients for referrals. Be upfront with your clients why you value referrals. It’s the lifeblood of your business, after all. And if you do get that prized referral, make sure to communicate with the referrer every step of the way. If you’ve been contacted, let the referrer know how it’s going. They’ll know that you value the referral and will be more likely to reach out in the future.
With these tips, there’s no need to keep joking with your colleagues that getting referrals is more difficult than actually selling a home. So, get out there and start prospecting!