Referrals are when your clients, colleagues or vendors send business to you, and they are one of the most powerful tools you can use to grow your business. You get all of the benefit of getting repeat business, but you’re growing your practice by adding a new client at the same time. Strangely enough, given the power of referrals, many commercial real estate professional simply do not ask for them.
[Tweet “Referrals turn prospects into clients without you having to do a great deal of work.”]
Although some clients will keep you at the front of their mind and refer you when they have the opportunity; most won’t. It isn’t that they aren’t willing to send you referrals, though. It’s just that they forget to. The secret to getting those clients to refer you is to maintain a strong relationship with them, stay in touch with them, and remind them that you would greatly appreciate their referrals.
[Tweet “You’re not getting referrals because you’re not asking for them.”]
Once you get a referral, there are two things that you must do:
- Provide that referred client with the best service that you can. You should call them immediately and generally provide them with the highest possible level of service and professionalism.
- Contact the person that referred you, thank them, and let them know that you’re going to take good care of their referral. If it is your practice to send a thank you gift to clients after they close, it is a good idea to send a gift at that to the person that referred the business as well.
Referrals turn prospects into clients without you having to do a great deal of work to land them. If you are not getting referrals it may be as simple as you not asking for them. Today I challenge you to ask for 1 referral from your current clients.
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