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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  SALES MEETING TOOLKIT:
RAMPING UP REFERRALS
 

Ramping Up Referrals, Introduction

Component 1:
Facilitator Talking Points

Component 2: Agenda

Component 3: Handout 1, Ten Ways to Build your Referrals

Component 4: Activity 1, Referral Sources Activity Sheet

Component 5: Activity 2, Notes on Spreading your Web

Component 6: Handout 3, Internet Referral Checklist

Component 7: Handout 4, Tips for Handling Corporate Relocation Referrals

Component 8: Other Resources

  Component 3: Handout 1, Ten Ways to Build Up Your Referrals
1. Choose one or two “unspecial” holidays—Groundhog Day, for example—and send out greeting cards to your farm list. Everyone sends cards at Christmas; yours will stand out.

2. Create a Key Contacts list for relocation clients, that includes numbers for local utilities, the school board, several dry cleaners, favorite kids hangouts, a grocery or two, and local restaurants. Personalize the list with comments about each establishment from you and other clients.

3. Leave a business card with your tip at a restaurant.

4. Let clients and customers know you really want their referrals. If you don’t ask, you don’t get, suggests Ken Baris, Jordan Baris Inc., West Orange, N. J., in The Real Estate Professional.

5. Ask your dry cleaner or other small vendors that everyone uses regularly to hand out your business cards as a service to new customers.

6. Visit homebuyers three to six months after the sale with a small gift to keep yourself fresh in their minds.

7. Hold an annual customer appreciation event for everyone that has given you a referral in the last year.

8. Sponsor a charity fundraiser (such as a raffle or a rummage sale) and ask your past clients to come.

9. Form alliances with churches in your area so that they will refer new parishioners to you.

10. Keep good notes. Remembering the names of clients’ children and pets when you call after six months helps create instant rapport.

Component 4: Referral Sources Activity Sheet >