Want more referrals?

I was talking to an agent the other day and they were grumbling about the fact that they think they should be getting more referrals.  They send post cards, emails, etc.  They have a website and run a radio ad, but they feel that they should be getting more business from current and past clients.

Does this sound like anyone out there?

Well here was my reply?  Off the top of your head how many clients can you name back to me.  This agent has a database of over 400 people, all past clients.  They could not name more than 20 back.  I sat down at their database and starting calling off names for them, asking about each one, who they were, where they moved, do they have kids.  The agent did not know most of the answers.

Would you know the answers?

You CAN NOT expect people to refer business to you just cause you sold them a house.  They refer because they know you and you KNOW them.   You are their Realtor, the professional who guides them and advices them on what will most likely be their biggest asset, investment and purchase of their life.

Want more referrals, start by getting to know your clients more, get to know them as people only then will they refer friends and family to you.

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