Tag: Agent education

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How to Turn One Client Relationship into A Flood of Referrals

Marci Sepulveda Leave a comment

Learn how to turn your happy clients into lucrative lead sources that supply you with business for years to come.

Sometimes, your work speaks for itself. Other times, your clients will speak for you. The agents who build successful referral networks know how to get their clients to talk.

Just Being a “People Person” Isn’t Enough

Your professional image and personality are two big reasons clients will decide to work with you, and are important in your business, but being likable isn’t enough to earn you the kind of recommendations that will be profitable for you.

You’ll need to prove to your clients, through every interaction and every step of the home buying or -selling process, that you’re someone they want to stay in touch with.

You may think that simply calling to check in with past clients once in a while, or friending them on Facebook, will be enough to keep them thinking about you. In reality, it’s not that simple. Understanding when and how to reach out to keep client connections open is an art, one that agents who enjoy robust referral business learn to master early on.

There are many channels at your disposal. It’s up to you to know which will be appropriate (and appreciated!) with any individual client.

Be Remembered

 To be someone your clients will recommend to their friends, you’ll need to build trust and provide service so memorable they’ll think of you immediately. What do you offer that other agents can’t?

Maybe you’re a natural with luxury buyers. Maybe you specialize in a certain area or speak a language that makes you indispensable for a certain demographic of buyers. Or maybe you’ve simply found ways to make clients’ lives easier that they weren’t expecting.

Whatever your strengths are, your clients must know that you’re leveraging your skill set to the best of your ability and providing personal service based on their individual needs.

Don’t Be Afraid to Ask

 If you’ve done a great job and your clients are thrilled with the outcome, then they’ll probably be more than happy to recommend your services to others.

It’s nice when clients think of you and recommend you unprompted, but your clients are human. They’re going to move on with their lives (which will be busier immediately after buying or selling a home) and chances are they’ll need a nudge. Knowing when and how to tactfully ask for referrals is an important element of maintaining your agent-client relationship; the way that you ask is important, and you don’t want to make anyone feel pressured and leave things on the wrong note.

Are you confident in your ability to solicit referrals from your clients?

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.

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.

A woman talks on the phone while taking notes.

Why Most Consumers Hate How Their Real Estate Calls are Handled

Marci Sepulveda Leave a comment

Could you be missing out on business because of how you handle client calls?

Chicago Agent magazine published an interesting article this morning on consumer satisfaction with real estate companies’ phone manner:

New research from the PH Media Group has found that only 28 percent of American consumers are satisfied with the way real estate businesses handle their phone calls. The study also found that the standards for phone manner for the real estate business are below the American average of 32 percent.

Poor call handling is a frustrating experience for the American consumer, and can be the difference between attracting new business and putting potential clients off permanently, said Mark Williamson, sales and marketing director of PH Media Group. Companies that provide a top-class call handling experience can distinguish themselves from the competition. But the research results suggest real estate firms still have a lot of work to do in this respect.

You already know that the way you talk to clients – both in person and on the phone – is a huge part of your professional image. But do you know which conversational pitfalls to avoid, and what communication techniques can help you gain new business?

If you aren’t sure, then it might be time to brush up on your communication skills. Real estate is all about relationships, and if you want to win prospects’ business (and make your clients so happy that they’ll send you referrals) then your interactions with them must be polished and purposeful every time.

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.

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.