As a REALTOR®, you’re constantly looking for ways to connect to new clients. One of the keys to new connections—is to make sure that everyone you come into contact with knows what you do. Given below are 5 referral sources that can turn into business building opportunities.
1. Extended Family
Your close family already knows you’re in real estate, but do your cousins? Do your sister-in-law’s parents? Not only should family both close and far flung know you’re an agent, they should have your contact information so they can refer you to their friends, family, and associates. Consider sending out a holiday card or that Includes how to reach you. Post interesting listings on Facebook or share a fun story about your profession.
2. Expanded Professional Network
You probably already have relationships with lenders, home inspectors, contractors, etc. that lead to referrals. But other professionals such as attorneys, accountants, insurance agents, and financial planners can provide leads as well. Provide these individuals with business cards; check in with them monthly via email or phone; take them for coffee to brainstorm how you might help one another’s businesses grow.
3. Casual Network
The cashier at the grocery store. Your hair stylist. Your children’s daycare provider. Your dry cleaner. All of these people could become clients, or may refer you to their own networks—but they can’t if they don’t know you’re an agent. Carry business cards with you wherever you go, and don’t be shy about offering your services.
4. Personal Organizations/Associations
The best business comes when you can seamlessly merge your business with other parts of your life—groups you may belong to, or places you go to regularly in your life:
- Religious groups: church, synagogue, temple
- Local sports teams—yours or your children’s, minor league teams
- Fitness/country/golf club
- Charity groups
- Parent/teacher/school groups
- Book club
These organizations may have newsletters to which you can contribute an article or place an ad. You can also hold a seminar or workshop, or sponsor an event.
5. Unplanned events and occasions
Any event can be a place to grow your business. For example:
- Garage sales or estate sales:
- Shopping: anytime you enter a store, you meet potential clients, whether they’re employees or fellow shoppers.
- Traveling: someone you meet on vacation could use an agent.
Whenever you go, be sure to advertise yourself as a real estate agent. A shirt or cap with your company’s logo—these do a lot of the talking for you.
So next time you’re speaking to someone you know, make sure they know what you do. They could be your next client—or referral!
Reprinted with permission from RISMedia. ©2014. All rights reserved.