How to Build a Referral Network in Five Easy Steps

Need help bringing in new clients? Tired of asking the same five people if they know of anyone looking to buy or sell a home? You need a referral network, here’s how you build one:

1. Give more referrals.

Yep. If you want to get, you need to give. Work on giving three referrals a week by connecting friends, family and clients with other businesses. For example, when you hear a friend say they are tired of dealing with their malfunctioning dishwasher, put them in touch with your favorite handyman. Send a simple introductory email connecting the two or give the handyman a call with your friends contact information (or vice versa.) You’ll be surprised how much easier it is for people to send referrals to you when they’ve had several referrals FROM you!

2. Join a club.

You’re already a member of the largest trade organization in Arizona – congrats! You’ll meet lots of real estate pros through AAR and your local association – but join another group as well. It can be a business referral group, a charity event board or a community organization. Try to find something that aligns with your passions and hobbies! Meeting people outside your social circle will open you up to new referrals, plus they’ll know you on a personal and professional level, making it easier for them to send their loved ones to you.

3. Share your knowledge.

Be generous with sharing your knowledge and expertise with others. Does your neighborhood have a newsletter? Volunteer to write an article. Does your chamber of commerce host events? Offer to give a presentation. Reach out to other businesses and see if they’d be interested in hosting a lunch and learn for their employees about buying a first home, searching for a rental property or how to choose a REALTOR®.

4. Make technology your friend.

Stay in touch and put technology to work for you! From email marketing to social media, a little automation can go a long way in helping you stay top of mind with clients (critical for getting referrals!) For example, make it habit that the day after a closing, you add into your calendar to reach out in 3 months, 6 months and 12 months.  Map out that at the 3 month mark you ask if they’ve tried (insert restaurant) in their new neighborhood. At 6 months, ask how they’re liking the house and if they’ve done any painting/decorating. Then at 12 months send them a little hous-iversary gift to congratulate them on a year in their new home! Find a way and message that fits you and your brand and run with it!  By simply adding an event to your calendar you’ll help keep yourself on track and top of mind with clients.

5. Do good work for your clients.

Ultimately, it all comes down to one question – did you do a great job? The best way to encourage clients to refer others to you is to serve them well. Be helpful, knowledgeable, responsive and kind. Be patient with anxious buyers and understanding of nervous sellers. By streamlining and giving a wonderful, consistent client experience, you’ll improve your chances at turning the client into a future referral source.

 

What do you think? What have you done in your business to garner more referrals?

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