7 No-fail Referral Ideas
March 1, 2004
Here’s some welcome news: 44 percent of buyers choose a salesperson based on the recommendation of a friend, neighbor, or family member. To increase referrals:
- Give past clients two coupon books, each offering a free consultation with you about the real estate topic of their choice—adding curb appeal, sprucing up the interior before a sale, learning the top remodeling projects in your market. Ask them to pass one of the books to a family member, friend, or colleague.
- Raise your media profile. Write a regular column for an area newspaper, host a call-in radio show about hot real estate topics, or teach a course at a local college.
- Host an hors d’oeuvres-and-drinks appreciation night at a favorite restaurant. Ask your contacts to invite a friend, colleague, or relative. Give away goodie bags imprinted with your name, company, phone, e-mail, and Web address.
- Take up a new hobby or enroll in a course. It’s a great way to meet future clients. Possibilities: a book club, group dancing lessons, or acomputer or cooking class.
- Sponsor a children’s sports team. Don’t just pay for jerseys imprinted with your company name. Help coach so that you get to know the parents and the kids.
- Network with allied professionals. Mortgage lenders, builders, developers, architects, interior decorators, and kitchen and bath designers all are good referral sources—and they’ll appreciate referrals from you, too.
- Host a housewarming party for recent buyers at which you cook, serve, and clean up.
Sources: 2003 NATIONAL ASSOCIATION OF REALTORS® Profile of Home Buyers and Sellers and REALTOR® Magazine Online