Client Refrral Tips – 2 of 4

Remember most people that are buying or selling are talking with others about their future move, this enables them to naturally find out who else is planning a move.

Never be afraid to ask for referrals, explain to the client exactly how they can locate the ideal buyer or seller for you and how it will benefit them.

Offer a unique service to your client – for example hire a qualified reliable handyman that will show up a day or two after close, in many situations a few hours of a handyman will go a lot further then a gift basket.

If you are going to give a gift that is unique and has great advertising shelf life, give your clients an extra one and have them give it to a friend, have the second one engraved “a gift form one friend to another”.

Give your clients a recycle box with your brand on it – each week you are out at the curb in front of all the neighbours.Wear a referral lapel pin that will give cause for conversation.

Give the person your business card so that they can go to your web site to see or retrieve something of value to them, you have inadvertently promoted yourself three times. 

You would pay another agent a referral fee; consider paying a referral fee to the members of a large charity and their organization if they will send all of their business to you.

Rather then inviting a friend or great customer to an event, give the tickets to your clients and have them invite a friend.

Offer a seasonal benefit such as having your client’s driveway snow removal done for the winter or lawn cutting or weed spraying for the summer.

 Visit   www.UnitedStatesReferral.com   or   www.CanadaReferral.com

Client Referral Tips – 1 of 4

Customers that give referrals will become more loyal to you because of this public statement, so it is important to remember to treat them right, if you forget about them they will vanish. 

When I first got into the business I counted up my list of people I knew and bought them all a business card holder, I put my card in each one – a client gave me a great suggestion, he said it might be a good idea to glue the my card in the fist spot..

Send your clients an anniversary card each year on the date of their home purchase. 

Hand written cards and envelopes should be sent to all of your clients as often as you can.  When is the last time you threw a hand addressed envelope in the trash before opening it. 

Think of as many reasons that you can to contact your clients on unique and personal dates for unique and personal reasons.

At the end of each day mail out a personal had written card to the people that you have spoke with.

Find out why your clients called you or referred you, and then give them more of the same.

Ask for your client’s birthday, if you mail a birthday card to the client on their birthday, it might not make that much of an impression the first year but you can rest assured that it will as the yeas role on.

Give your clients a time limited rebate; a reward that is going to be delivered on the close of their sale, or when their listing term ends.  Paying for their legal fees can make a big impression.

Visit     www.CanadaReferral.com or www.UnitedStatesReferral.com

Telephone prospecting the easy way

We all know that prospecting for buyers and sellers is essential to the success of any good salesperson, the problem is that we all seem to chase the same carrot.  I believe that there are easy ways to go about this sometimes daunting task, and there are hard ways.

My team and I met recently and because the holiday season is upon us I gave them what I think is the easiest telephone technique in building their business that I know of.  This suggestion in my opinion is a golden nugget and it is based on building your direct contact business and your referral business.

Many of the people that I have worked with over the years are timid when it comes to getting on the phone to look for business, this is something that pretty much all salespeople can relate too.

These fears prompted me to think of ways to get people to work on their business using methods that get people around these fear tendencies.  As I mentioned, at this time it just so happens to be the holiday season, however this technique can be used many other times of the year and be just as effective.

This nugget involves putting together a list of every person that you know, with the intent to call them and wish them a Happy Holiday and to verify their mailing information so that they can mail out a holiday greeting card.  No one will be upset that they are going to be getting card from you.

While you have them on the phone, ask if their email address is handy and be sure to close off the conversation by asking them to pass along your name to anyone that they might know who will be selling in the new year.  By pushing out this suggestion to the new year, you will not be looked upon as being a pushy salesperson.

Each month this column will be added to as I suggest to my team how to go about getting in front of their clients in a friendly way.

Visit  www.SellingToolz.com

Real Estate Referral Network

After almost two decades of selling real estate I have decided to blaze a new trail and since many of my best friends are REALTORS� , my path will include this wonderful group of savvy mavericks.

Testing all kinds of Real Estate sales tools, software, strategies and techniques; discovering some that are a great source of Lead Generation.  Our goal  will be to offer you REALTORS� systems that make you money, no fluff no gimmicks… money!!!

We are creating an exclusive Membership network for REALTORS� including but not limited to an international national database that will promote you among your real estate contacts from coast to coast.

In addition to building an international database that will directly link to your personal webpage, there will be additional benefits such as regularly scheduled high profile speakers, reviews and training of new and innovative marketing tools.

We do not take any of your commission or referral fees from transactions that occur between any of the Members.  All referrals are worked out and agreed on between the parties involved.

 As an interntationl interest I encourage you to check out

www.CanadaReferral.com   or  www.UnitedStatesReferral.com