{"id":18096,"date":"2020-10-03T01:28:00","date_gmt":"2020-10-03T01:28:00","guid":{"rendered":"http:\/\/experience1.wpengine.com\/news\/?p=18096"},"modified":"2023-12-14T19:14:28","modified_gmt":"2023-12-14T19:14:28","slug":"three-tips-to-close-every-referral","status":"publish","type":"post","link":"https:\/\/try.experience.com\/resources\/three-tips-to-close-every-referral\/","title":{"rendered":"3 Tips to Close Every Referral"},"content":{"rendered":"<div  class=\"tatsu-gsw63iv3bgdrypw4 tatsu-section  tatsu-bg-overlay   tatsu-clearfix\" data-title=\"\"  data-headerscheme=\"background--dark\"><div class='tatsu-section-pad clearfix' data-padding='{\"d\":\"15px 0px 15px 0px\"}' data-padding-top='15px'><div class=\"tatsu-row-wrap  tatsu-wrap tatsu-row-one-col tatsu-row-has-one-cols tatsu-medium-gutter tatsu-reg-cols  tatsu-clearfix tatsu-gsw63iv3cw9bcpyt\" ><div  class=\"tatsu-row \" ><div  class=\"tatsu-column  tatsu-bg-overlay tatsu-one-col tatsu-column-image-none tatsu-column-effect-none  tatsu-gsw63iv3e49ma0v0\"  data-parallax-speed=\"0\" style=\"\"><div class=\"tatsu-column-inner \" ><div class=\"tatsu-column-pad-wrap\"><div class=\"tatsu-column-pad\" ><div  class=\"tatsu-module tatsu-text-block-wrap tatsu-gsw63iv3fa1q8koy  \"><div class=\"tatsu-text-inner tatsu-align-center  clearfix\" ><style>.tatsu-gsw63iv3fa1q8koy.tatsu-text-block-wrap .tatsu-text-inner{width: 100%;text-align: left;}<\/style><p><\/p>\n<p>Referrals can be the lifeblood of your real estate business.\u00a0According to the National Association of Realtors 2019 survey:<\/p>\n<p><\/p>\n<p><\/p>\n<ul class=\"wp-block-list\">\n<li>41% of home buyers and 66% of home sellers found their agent through a referral from a friend, relative or neighbor<sup>1<\/sup>.\u00a0\u00a0<\/li>\n<li>The chance of your referral prospects choosing you as their agent or broker is very high with 7 out of 10 buyers only interviewing one agent during their agent search<sup>1<\/sup>.\u00a0<\/li>\n<\/ul>\n<p><\/p>\n<p><\/p>\n<p>So how can you make sure you are closing 100% of these referrals?\u00a0<\/p>\n<p><\/p>\n<p><\/p>\n<h2 class=\"wp-block-heading\"><strong>Be Passionate\u00a0<\/strong><\/h2>\n<p><\/p>\n<p><\/p>\n<p>We all can tell when someone is passionate about their job.\u00a0 They are excited, optimistic and self-driven.\u00a0Are you passionate about helping buyers and sellers?\u00a0Show this passion on your first contact with the referral.\u00a0 Provide success stories of similar buyers or sellers you have closed and make sure you tell the story about your referral source. Sharing these stories show that\u00a0you are passionate and care.<\/p>\n<p><\/p>\n<p><\/p>\n<p>As you tell these stories, emphasize how great you are at your job.\u00a0 Share how you constantly communicate with your clients, provide them your expert recommendations, and make sure they understand the entire process.\u00a0 Be excellent at what you do.<\/p>\n<p><\/p>\n<p><\/p>\n<p>Before you contact the referral, find your notes and remember the referral source from the initial meeting to closing the home.\u00a0 Know the names of the entire family, what they were looking for in a home, how many homes you showed them, why they chose the final home to buy and any unique details of the family or transaction. Then create an outline of the story you want to tell.\u00a0 The story should include points on how you were extra helpful, very communicative, and provided expert recommendations.<\/p>\n<p><\/p>\n<p><\/p>\n<p>Suppose your referral source was a family that bought a great family home in a nice suburban neighborhood with great parks.\u00a0 Your story could sound like this:<\/p>\n<p><\/p>\n<p><\/p>\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p><em>It was great working with Greg and Mary and their two kids, Sarah and Michael.\u00a0 What a wonderful family that wanted to move out of their rented condo to a nice big home for their growing family.\u00a0 Greg and Mary told me that they wanted a home in the Sunset district, approximately 2000 square feet with a big backyard.\u00a0 I pulled comps for that area and we talked about how much they wanted to spend and the prices in the area, along with the current rates.\u00a0 Working within their budget we started our search. We looked at 12 homes in that area and surrounding areas. \u00a0 We found a four-bedroom home for them on Sunset Street with a great elementary school about 2 blocks away.\u00a0 I remember Sarah saying that this is so big and Michael is just running around in the backyard.\u00a0 I\u2019m so happy we found them a great home and so glad they referred me to you.<\/em><\/p>\n<\/blockquote>\n<p><\/p>\n<p><\/p>\n<p>Make the story as personal with little details on the buyer or seller and the homes they purchased or sold.\u00a0 These details show that you care about the clients and not just the sale.\u00a0 Then add into the story how great you are at your job and how you are constantly communicating with your clients.\u00a0 All these details show your passion for your clients and how excellent you are at your job.<\/p>\n<p><\/p>\n<p><\/p>\n<h2 class=\"wp-block-heading\"><strong>Create A Great Online Reputation<\/strong><\/h2>\n<p><\/p>\n<p><\/p>\n<p>Even with a personal referral, most people will still look you up on Google or Zillow.\u00a0 The buyer or seller may trust their friend, relative or neighbor, but they want social proof or validation that you are a great realtor and care about your clients.\u00a0 They want to see 5-star reviews about you and your firm.\u00a0 They want to know you will take care of them, make the process easy and understandable, and get them the best price.\u00a0 Reviews on Google and Zillow provide insights that will help your referred buyer or selling choose you.<\/p>\n<p><\/p>\n<p><\/p>\n<p>Create a process or find a solution that helps you get more reviews from happy clients, get these reviews posted on your social media channels and have them shown on Google, Zillow and your own website.\u00a0 This can be a manual process, but human nature and review statistics show that this will ultimately fail.\u00a0 Asking for a review, posting, distributing these to the right website and updating your own website is tedious and time consuming.\u00a0\u00a0<\/p>\n<p><\/p>\n<p><\/p>\n<p>Getting a review response also has a short shelf life.\u00a0 You need to ask for a review immediately after closing so the client\u2019s excitement and happy feelings are shown in the review.\u00a0 Asking for a review one week or one month later reduces this excitement, and statistics show you will get fewer review responses.<\/p>\n<p><\/p>\n<p><\/p>\n<p>You need to have an <strong><span class=\"has-inline-color has-vivid-cyan-blue-color\">automated reviews collection<\/span><\/strong>, posting and distribution solution that does this work automatically for you, like <strong><span class=\"has-inline-color has-vivid-cyan-blue-color\">Experience.com<\/span><\/strong>.\u00a0 Our solution automatically triggers surveys right after close and emails or texts your clients to write a review.\u00a0 It also asks the client to write a secondary review to Google or Zillow.\u00a0 After the review comes in, it automatically posts the review to your social media channels and your website.\u00a0 This process is totally automated and involves little work from you to create that great online reputation.<\/p>\n<p><\/p>\n<p><\/p>\n<h2 class=\"wp-block-heading\"><strong>Thank and Nurture Your Sources<\/strong><\/h2>\n<p><\/p>\n<p><\/p>\n<p>The final tip is to always, always, thank your referral source.\u00a0 This can be as simple as an email, personal note or as complex as sending a gift card or flowers.\u00a0 You want to get more referrals from this source, right?\u00a0 Then show them you really care that they are referring you.\u00a0\u00a0<\/p>\n<p><\/p>\n<p><\/p>\n<p>The 2019 National Association of Realtors survey noted that a typical seller has recommended their agent twice since selling their home.<\/p>\n<p><\/p>\n<p><\/p>\n<blockquote class=\"wp-block-quote is-style-large is-layout-flow wp-block-quote-is-layout-flow\">\n<p>33% of sellers have recommended their agent three or more times since selling their home!<sup>1<\/sup>\u00a0<\/p>\n<\/blockquote>\n<p><\/p>\n<p><\/p>\n<p>Wow, if you are not nurturing your previous clients to get referrals, you are leaving lots of money on the table.\u00a0 Nurturing correctly, you may not ever need to pay to find leads or look for new business.<\/p>\n<p><\/p>\n<p><\/p>\n<p>Look at every home you close as the start of finding your next client.\u00a0 You have created a personal relationship with your clients, don\u2019t throw that away.\u00a0 Nurture that relationship, ask them for a review, provide them with information about home services and thank them for the referral.\u00a0 And if their referral closes, thank them again with a gift.\u00a0 They will remember you whenever they have a friend, relative or neighbor looking to sell or buy.\u00a0 You cannot thank a client enough.<\/p>\n<p><\/p>\n<p><\/p>\n<p>Create your own customer relationship management (CRM) system on a spreadsheet or document or find a solution that can automatically remember for you.\u00a0 Enter the client\u2019s details, including birthdays, anniversaries, closing date, referrals given, notes, emails and gifts sent so it is readily available to create that great referral story and automatically alert you about a client\u2019s special occasions.\u00a0 The more automatic this CRM system is the better you can nurture your clients and get more referrals.<\/p>\n<p><\/p>\n<p><\/p>\n<p>To close every referral, it is the details that matter, remember the details of your referral source and transaction, make sure you are asking for a review and posting it to the right websites automatically, and nurture and thank you past clients for their referrals.<\/p>\n<p><\/p>\n<p><\/p>\n<p>Be passionate and excellent in everything you do as an agent and your reputation and business will grow exponentially.<\/p>\n<p><\/p>\n<p><\/p>\n<p class=\"has-small-font-size\"><sup>1<\/sup> \u201c2019 Home Buyers and Sellers Report\u201d <em>National Association of Realtors, <\/em>2019.<\/p>\n<p><\/p><\/div><\/div><\/div><\/div><div class = \"tatsu-column-bg-image-wrap\"><div class = \"tatsu-column-bg-image\" ><\/div><\/div><div class=\"tatsu-overlay tatsu-column-overlay tatsu-animate-none\" ><\/div><\/div><style>.tatsu-row > .tatsu-gsw63iv3e49ma0v0.tatsu-column{width: 100%;}.tatsu-gsw63iv3e49ma0v0.tatsu-column > .tatsu-column-inner > .tatsu-column-overlay{mix-blend-mode: normal;}.tatsu-gsw63iv3e49ma0v0 > .tatsu-column-inner > .tatsu-top-divider{z-index: 9999;}.tatsu-gsw63iv3e49ma0v0 > .tatsu-column-inner > .tatsu-bottom-divider{z-index: 9999;}.tatsu-gsw63iv3e49ma0v0 > .tatsu-column-inner > .tatsu-left-divider{z-index: 9999;}.tatsu-gsw63iv3e49ma0v0 > .tatsu-column-inner > .tatsu-right-divider{z-index: 9999;}<\/style><\/div><\/div><\/div><\/div><div class=\"tatsu-section-background-wrap\"><div class = \"tatsu-section-background\" ><\/div><\/div><div class=\"tatsu-overlay tatsu-section-overlay\"><\/div><style>.tatsu-gsw63iv3bgdrypw4 .tatsu-section-pad{padding: 15px 0px 15px 0px;}.tatsu-gsw63iv3bgdrypw4 > .tatsu-bottom-divider{z-index: 9999;}.tatsu-gsw63iv3bgdrypw4 > .tatsu-top-divider{z-index: 9999;}.tatsu-gsw63iv3bgdrypw4 .tatsu-section-overlay{mix-blend-mode: normal;}<\/style><\/div>","protected":false},"excerpt":{"rendered":"<div><a href=\"https:\/\/try.experience.com\/resources\/three-tips-to-close-every-referral\/\" class=\"exp-read-more exp-read-more-underlined\">Read More<\/a><\/div>\n","protected":false},"author":1,"featured_media":19161,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"wpb-single-post.php","format":"standard","meta":{"footnotes":""},"categories":[23],"tags":[111,190],"solutions":[100,10],"industries":[2,3,4,5,6,7,8],"class_list":["post-18096","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","tag-mortgage","tag-referral-managment","solutions-brand-reputation","solutions-customer-experience","industries-automotive","industries-banking","industries-healthcare","industries-hospitality","industries-insurance","industries-mortgage","industries-real-estate"],"_links":{"self":[{"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/posts\/18096","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/comments?post=18096"}],"version-history":[{"count":0,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/posts\/18096\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/media\/19161"}],"wp:attachment":[{"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/media?parent=18096"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/categories?post=18096"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/tags?post=18096"},{"taxonomy":"solutions","embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/solutions?post=18096"},{"taxonomy":"industries","embeddable":true,"href":"https:\/\/try.experience.com\/resources\/wp-json\/wp\/v2\/industries?post=18096"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}