Real Estate Forums

San Diego Real Estate · 07-28-2006, 10:17 AM

Choose quality over quantity. Seek out only the most successful people as referral partners, whether they are real estate agents, attorneys, financial planners or contractors. Building relationships with stars may take a little more initiative and imagination on your part, but
in the end they will create far more value for your business.

Build rapport. Before you meet potential partners, learn all you can about them. Are they passionate about a sport, art, animals or civic events? Get them talking about their passion and your first conversation will begin warmly. They will be flattered by your interest and regard you as a first-rate person and top-flight professional.

Ask and listen. Resist the temptation to talk about yourself. Focus on your potential partners by asking numerous open-ended questions and genuinely listening to the replies. This process will uncover numerous opportunities for you, and showcase your relationship skills.

Learn the plan. What's important to your potential partners? Growing their staff? Finding new markets? Building affinity relationships? You can't begin to add real value to partnerships unless you understand their goals and game plan.

Deliver value. All successful business relationships are built when both parties perceive value. To expect referrals, you must deliver referrals (or rapidly closed loans) as well. You also can create value for partners in other ways, such as providing ideas, introducing them to other referral partners or co-marketing.

LVH · 07-28-2006, 02:46 PM

Very nice post as usual AL. It is no wonder you have the real estate success you do in your area. I have to comend you for offering these tips over the months as you have. It almost makes me feel ashamed not doing the same myself. Qudos to you.

Las Vegas Homes · 09-23-2006, 02:25 PM

Referrals are key, in my opinion, to being successful. One of the first things that my broker told me years ago was to begin asking for referral the very first time that you meet with a client. It is never too early to ask as long as you are doing your job! Referrals can also make all the difference in competitive markets like the Las Vegas home market when you have a large pool of Realtors for clients to choose from

Missouri Real Estate Pro · 09-25-2006, 08:15 AM

I agree Las Vegas Homes. Never to early to give referrals and great post Al. Good, solid advice. I learned a long time ago that if you want to make a good impression on people, keep them talking. The more your clients talk, the more they like you! I know it sounds weird, but believe me it works.

Las Vegas Real Estate · 10-08-2006, 11:25 AM

Referrals relationships are one of the most important aspects to my business here in the Las Vegas home market. I don't think that it is ever too early to start asking clients for referrals. As long as you are doing your job there is no reason as to why clients would not want to send others your way!

john1 · 10-13-2006, 07:22 AM

Referrals would definitely be the best thing for me too

Bama-Homer · 10-13-2006, 07:35 AM

Referrals are by far the best leads available to a real estate agent!

A few words of caution though...

You better bring your "A" game, because if you don't, those referrals will come back and bite you in the behind!

Unfortunately, I see this quite often. A referral is derived from a former satisfied client. These referrals are seen by quite a few agents I know as money in the bank. Therefore they squander the opportunity by not performing at the level of service that earned them the referral. Not only does this leave the new client unsatisfied, but the former becomes a non-referrer as a result.