5 Follow Up Tips For More Referrals
Real Estate should never be about just a transaction, it's about the relationships you build.
As a professional in the real estate or service industry, your connection to your clients shouldn't end at the closing table. That relationship, if nurtured correctly, can turn your happy client into a billboard for your business.
Tip #1: Stay Connected After Closing
Check in with your client a week or so after closing and just to see how they're doing. Quick calls a couple of times throughout the year just to see how they're doing will go a long way in building up that rapport and keeping you top of mind when anybody mentions they're looking to buy a house. Keep those connections personal - reference their kids or activities in the community. Show you know them.
Tip #2: Show your appreciation
When it comes to closing gifts, you'll hear suggestions ranging from spending 5% of your commission on them, to doing a $50 gift card, to not giving a gift at all. Here's the deal, closing gifts are the most important thing to getting more referrals but you don't have to break the bank with them.
A customized gift for your client's new home keeps your connection alive, creating on ongoing relationship reminder and an organic conversation starter for potential referral opportunities (a great return on investment). Be sure to check out our closing gift store at outlinemyhome.com. These gifts are under $100 and can be paired with their favorite bottle of wine or a home improvement gift card for higher end homes.
Tip #3: Be Active On Social Media
If you're a great agent, you're likely already posting on social media. However, you can build more rapport with your clients by following them, liking, and commenting on their posts. Just make sure it's all organic and about your client, not geared towards promoting yourself - make it a resource to continue the relationship.
Tip #4: Host Community Events
Get creative! You can position yourself as a community expert by hosting events and inviting all of your previous clients to attend. Book a room at a local coffee shop to network and create additional connections or reserve a block for a volunteering event. Or go all out and host a client appreciation party with all of your contacts and cater dinner for everybody. There is a wide variety of things you can do to let your clients know you appreciate them, and to bring people together.
Tip #5: Always Thank Your Referrers
A referral in the real estate business is like gold. They're the easiest leads to convert and if you do everything outlined above, that new client can become a billboard for your business as well! Send that referrer a quick thank you call or gift to let them know that you appreciate them. It's a nice touch for that client and gives them the confidence in doing the same thing for another person they know.
Thank you for taking the time to read this. It's a tough time for Real Estate Agents right now, our goal is to help as many Agents as possible in keeping your client relationships and businesses strong. So please share our article with other agents in your office if you found value.