- Asking for Referrals from a Current Customer.
The situation: While you’re having positive business interactions with customers or clients, it's a great time to ask them to tell their friends and family about you.
Agent: “I have a favour to ask you, but only if you’re comfortable with it.”
Seller: “Sure, no problem”
Agent: “I’ve noticed that during the buying and selling process, most of my clients discuss the experience with their friends, family and people at work. Did you get a chance to chat with anyone?
Seller: “Oh yes – my friends and coworkers are asking every day if we’ve found our new home yet!”
Agent: “That’s great. During those conversations, has anyone you’re talking to mentioned that they are also thinking of buying or selling a property.”
Seller: “Yes most people seem to chime in with where they want to move to.”
Agent: “When that happens, I would really appreciate it you would tell the person about me and do you think you can get them to call me or give me their phone number?”
Seller: Sure, I’d be happy to do that
Agent: Great! You can confidently let them know I’ll get back to them right away. Your referrals mean a lot to me I would never keep them waiting.
Seller: That’s great. I really appreciate it.”
2. Ask for Referrals from Family and Friends. Make Sure to Add Them to Your Mailing List
The situation: You're at a family function or a gathering of friends—or maybe you've just run into an old buddy at the grocery store. When the topic turns to real estate or your job, it's a prime opportunity to remind that person you can provide top-notch service to people your friend knows.
Agent: “By the way, if anyone starts talking to you about an interest in buying, selling, or investing in a home, it would be really helpful if you’d tell them you have a friend who’s a great real estate salesperson and would love to help them. You know I’ll give them the extra attention that I give every one of my clients.”
Family/Friend: “Sure, I’ll do that.”
Agent: “Thanks. I really appreciate it. And if they’re interested, ask if it would be OK for me to give them a call to talk, will you?”
Agent: “By the way, what are your real estate goals for the next year?”
Family/Friend: “Well, I’ve always wanted to buy a house to fix up, rent, and get some money coming in for my retirement.”
Agent: “That’s a great idea. This is a great time to find some terrific buys. Have you done anything about making that goal happen?”
Family/Friend: “Nothing yet. It’s just something I’ve been thinking about.”
Agent: “Are you on my mailing list? I send out a Real Estate Newsletter each month to keep my clients updated on what’s going on in the local market. Why don’t you text me your email address so you can take a look at my last update
OR – Alternate Version
Agent: “Why don’t you let me buy you breakfast on Saturday so I can tell you more about how market trends may work in your favour over the next year. You can also tell me more about what sort of property you want so that I can keep an eye out for a deal you might be interested in.”
Family/Friend: “That sounds great. It’s a date.”
3. Plant The Seed for a Future Referral.
The situation: You've just run into an old colleague or friend. Make small talk appropriate to the situation before you mention your business and ask for the referral.
Agent: “By the way, do you know I sell real estate? I’ve been doing it for [fill in the blank] years.”
Acquaintance: Oh really.
Agent: “I was just wondering if you've talked with anyone recently who might be interested in buying or selling a home?”
Acquaintance: “Hmmm, I can’t think of anybody off the top of my head.”
Agent: "That’s OK. But if you do hear of someone in the future, will you keep me in mind? I’d really like to get the chance to work with anyone you know who’s looking to buy or sell. Please just give me a call or drop me an e-mail if you hear of anything."
Acquaintance: “Sure, I’ll do that.”
Agent: “Just to make it easier for you to share my contact info when the subject comes up, may I give you a couple of my business cards?”