- Focus on the right relationships.
- Create a sticky client experience.
- Your promo swag is killing your referral strategy.
Is your real estate referral strategy costing you clients and money?
What if you discovered that everything you have heard about referrals — from real estate coaches and sales experts — was all wrong?
Now is the time to turn your referral strategy on its head and unleash a referral explosion that generates more clients and more money for the rest of your real estate career.
3 ways your referral strategy costs you clients
Controversial referral expert Stacey Brown Randall packed our latest podcast full of actionable advice that is guaranteed to improve agents’ referral strategies.
First, let’s take a look at what Brown Randall says is bad advice we’ve been receiving for years.
To start getting more seller leads and buyer clients, Brown Randall says you must first eliminate the following three things from your referral mindset:
- Asking too often
- Requesting referrals at inappropriate times
- Assuming referrals are about you
Once you recognize what you have been doing wrong, you can then take the correct steps.
Step 1: Foster the right relationships
Not all relationships are the right ones for real estate referrals.
Start by identifying your top referrers — a solid base of people who refer you multiple times.
Once this list is established, focus your energy on these relationships. You’ll hear exactly how to do this in the podcast.
Step 2: Create a sticky client experience
Next, make sure you create a killer, sticky client experience.
You must “wow” your clients which, in turn, will create a desire to talk about you to everyone they know in person and on social media.
When a client experience is sticky, you become a part of the client’s life and it is a relationship that never ends.
Step 3: Stay top-of-mind
Your referral strategy for real estate should:
1. Be all about clients
2. Be authentic to you
3. Keep you top-of-mind
Staying top-of-mind should never be about sending referrers magnets and water bottles with a goal of ensuring your business’s name and logo are anywhere and everywhere.
Instead, it should involve offering value with a focus on your referrers and not you.
If you truly wish to make more money with your real estate referrals, listen to this podcast interview. It is is full of value, actionable advice and goes into more detail on all of the steps mentioned above.
Pat Hiban is the author of NYT best selling book “6 steps to 7 figures – A Real Estate Professional’s Guide to Building Wealth and Creating Your Destiny,” the founder of Rebus University and the host of Pat Hiban Interviews Real Estate Rockstars, an agent-to-agent real estate radio podcast with Hiban Digital in Baltimore, Maryland. Follow him on Instagram or Twitter.
