- Episode 54 -
The other day I picked up a check in my office for a referral that I did about six months ago for a property in upstate New York.
While I always keep track of clients who I refer to other agents, this one somehow slipped my mind. So getting a referral check brought a smile to my face and a was wonderful way to start off my week.
But that got me thinking about my referral network and how I can perhaps build on that to keep those little surprises coming.
We are, after all, in a people business.
We love to get referrals from those who we’ve helped, so why not return the favor by reaching out to other Realtors?
My agency has a great relocation team that does referrals for us. We provide them with the information on the client - such as where they are moving, their timeframe, and more specific personal things about them - so that they can match the client with the right agent at their new destination.
But I also use other sources as well to bridge that connection even further.
Lately, I have been using the RESAAS referral network to reach out to agents in every corner of the world.
This is an easy way connect with other agents, and not only provide them information on your location but get well versed about theirs too. This way you can build on those relationships. While you may not have a client right now, you may in the future. And telling a client you have a contact for them when they are making a move to a place they know nothing about gives them a true sense of comfort, as well as someone to trust right from the start.
I try to connect with at least ten agents each week in different parts of the world.
While I am promoting to them all the happenings around South Florida, I am also offering to them referral incentives in case they have clients coming my way. Most of the time, they in turn send me information on their areas and I actually use that information when doing my monthly e-newsletters to my clients.
Each month I have a section in my communications that shows how my referral network is growing, and now I have contacts in X, Y, and Z locations. Last month, I showcased agents in Seattle, Montreal, and Sao Paolo, Brazil!
These little snippets get a lot of attention because I receive at least five emails each month from my clients either commenting on my new agent connections or asking me if I have someone in a specific location where they know of someone moving.
Just another way to engage your current clients in what you do, showing them your real estate reach is global, not just local.
I recently found out that three of my very good friends from the past became agents recently.
One of them was local and I have reached out to her for a lunch date next week. The other two are in different parts of the country, so I have emailed them congratulations and we have begun sharing ideas, already renewing that bond from all those years ago.
A lot of agents have the tagline on their business cards, “The best compliment you can give me is a referral of a friend or family member.”
That simple statement can be the best marketing anyone can ask for in business.
Kay Conageski is a professional Realtor® with The Keyes Company based in Plantation, Florida. Check out her RESAAS profile ›