Wednesday, May 02, 2007

Don't wait for referrals to come to you.

Dear Freinds,

Are you tired of waiting for referrals to come to you?

One of our readers asks:
"I've been in the real estate business for 15 years. I must do a good job because most of my clients come back for me to help them.
My question is, how do I get them to refer me.
I get their business, not their referrals.
What can I do?"

Great question. Simple answer.

Learn how to start a referral conversation and then Ask if the situation is right.

The most common and the most successful way to build referrals are to ask for them.

Learn how to ask.

The majority of business and sales professionals don't ask.
They go about their day hoping that referrals will happen.

Hope and fear can be exhausting.
If you hope something is going to happen it contains the subtle fear that it won't.
You can't build a business on the hope that referrals will happen.

Orchestrating referrals by design puts you into the picture by engaging in an activity that has results. The results you want NOW.

We utilize the 3 D's.


Dialog is a purposeful selection of a learned language activity that directly influences a client to refer a friend, family member, neighbor or co-worker.

Here's how it works.

I'm going to give you the easiest dialog to start with.
Learning how to ask and when to ask without being pushy or feeling uncomfortable is very important.

It has to fit into the "way" you do your business, naturally.

I've noticed that sales people don't change their language patterns very easily. When your "word-smithing" is fully integrated into your persona it's hard to change.
It's who you are.

After changing your word patterns to fit into your existing personality then we can expand on your ability to learn how to ask.

Try this for a week any time you feel comfortable. The most effective time is after all the contingencies have been completed and before the closing.

Here it is.

"Bob, we are only a couple weeks away from closing and I just wanted to tell you how much I've enjoyed working with you and Barbara. How do you feel your've been treated so far?

(Wait for response)

I'm glad you feel that way. I waanted to let you know that when you refer a friend or family member they will be treated the same way.
Would you feel comfortable in recommending me?

(Wait for affirmative response)

"I'm building my clients base by referral, who is the next person that you know who is most likely to buy/sell their home?"


Who do you know that could use my services?


Who could you introduce me to that is most likely to use my services?

Remember, people who know you, like you and trust you will refer you to their friends, family members and co-workers if they know exactly what you do and how you help others.

Who better to know this than a satisfied client?

Thanks for spending 3 minutes with me.....
The best is yet to be!

Your Trusted Advisor For Life.
Jeffrey Stanton

You read Jeffrey's Journal every week because you, like me want the best for yourself.
And you, like me want to build a strong referral based business.
Who else like you, like me loves referrals that you can share this blog with right now?

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