Author: Marci Sepulveda

How top producers get referrals for life

Marci Sepulveda Leave a comment

Learn how top producers build their referral network with an effective client communication plan

Imagine what it would be like if your business were 100 percent referrals. Imagine that you have a steady stream of customers because they’ve been sent to you by past clients who sing your praises. Many top producers know how to create a referral network from past sales.

How do they do it?

The secret is in relationship building. When you build lasting relationships with every client, they send business your way, they write positive reviews and they rehire you when they move. And like all relationships, the good ones are rooted in quality communication. Without strong, clear and regular communication, relationships wither.

While other agents may get caught up in ineffective lead generation strategies, top producers understand that the strongest, most cost-effective way to build a business is to cultivate relationships with existing clientele. It is because of their commitment to building client relationships that top producers enjoy repeat business and a steady stream of referrals.

How can you enjoy the same success?

Build a communication plan

If you have long-term relationships in your life, you know that it takes some work to keep good relationships with friends, family and spouses. Remembering birthdays may seem small, but the gesture matters. Small gestures matter in a relationship. If you want your clients to consider you a trusted advisor and friend, you’ll have to be there not only for their real estate needs, but also for some of life’s important occasions.

It starts by setting the tone of the relationship from the first meeting through the first transaction. Then follow up. This experience will show clients that they can expect regular, clear communication from you. The problem for many agents is that they focus on doing the job and forget to communicate what they are doing. Top producers have this under control because they have a plan.

Commit to communication

If your communication methods fail or you don’t communicate frequently enough with your clients, they may feel frustrated and abandoned. To prevent disappointed clients, top producers follow communication plans that prioritize consistent and meaningful client interactions. But a communication plan is about more than just making clients happy and building rapport. A good plan leads to a lifetime of referral business.

Developing a referral network and gathering quality leads starts with your current clients. Not sure where to start?

Build a robust referral network and get ahead on success with the help of AgentEDU’s course, “How to create the most effective client communication plan.”

Get unlimited access to this and every other 10-minute video course on AgentEDU when you subscribe for only $19.99 per month.

_____________________________________________________________

AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth. For a seven-day free trial, sign up here.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.

What to do once you’ve found a lead

Marci Sepulveda Leave a comment

Once you’ve generated some leads, you’re going to get a number of inquiries. While it’s great to have folks contact you and increase your database of leads, the real goal is to convert these leads into clients.

Before you invest too much time and energy into a lead, there are a few things you should find out about them.

8 Key Questions

First, you need to know if they are qualified leads. Do they really plan to buy? Can they afford it? Can you help them? Here are eight great questions to get the conversation going, and also help you find out how likely it is that this lead will turn into something more.

Question 1: How long have you been looking for a home?

This question can help you determine a lot about the buyer. If they’ve been looking for a couple of years, they may never be willing to move. If they just started their search, they may not be serious about acting soon, either.

Question 2: How soon do you need to move?

If they need to move immediately, then you’ve got a high-priority client on your hands. If they want to move in the next few years, you’ll want to take note of that as well.

Question 3: Do you need to sell your current home before you can buy?

Most sellers can’t buy a new home because they have to sell their current one first. This also means you can potentially help them with more than one transaction.

Question 4: What type of home are you looking for? Condo? Single-family? Etc.

Whether they’re looking for a single-family home or a condo, find out what they’re looking for and why. File this information for future use.

Question 5: What is your comfort zone in terms of price?

Using this language can be much more valuable to you than just asking about their price range. They may be able to afford more but only feel comfortable looking in a specific range. This information will be helpful if you move forward.

Question 6: Are you working with another agent?

Find out early if you’re the only agent in the running for their business. If they’re still interviewing agents, you’re in the clear. But if they’ve signed an agreement with another agent, you should not move forward.

Question 7: Have you met with a lender yet?

This is the best way to get the ball rolling in terms of finding out if they’re pre-approved, which makes them a more viable buyer.

Question 8: Have you been pre-qualified or pre-approved?

If they haven’t been pre-approved yet, see if you can help them with the process. Ask them the following: “If I call a lender who has an opening available tomorrow or the next day, would you consider taking an appointment?” That way, not only will they get pre-qualified and you’ll know that they can afford to buy a home, but you can get them to meet with your favorite lender. 

What to do once you’ve vetted a lead

Once you have a good lead, it’s time to start converting. Click here to start your seven-day free trial of AgentEDU today and watch our course, “Converting Real Estate Leads.”

_____________________________________________________________

AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced-level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth. For a seven-day free trial, sign up here.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.