Never Be REFFERAL Aversion

Sometimes we are afraid to ask for referrals.

We do not want to bother people and ask them for a referral. They may think badly of us, AND we are afraid we may mess up the transaction of the referral.

There has to be a new midset and yes even a skill when asking for referrals and the follow up.

My mentor Harvey Mackay, wrote books "like Dig you well before you are thirsty" and "The e-mail roladex" had some great ideas that I have used in my business over the past 10 years.

Respect the Process.

A referral is another persons most valued relationship.

One coach I know calls it "HOLY GROUND"

Brian Buffini uses the catch phrase, "Oh by the way...." its cute and can be effective but sometimes it could cheapen the process. Be careful when asking, it should be an honor and and showing respect to your client.

It is a business request, it should be framed in a business like approach, not a forgot to mention type approach.

Its a business question, do not cheapen it.

ASK for help and mean it.

Many times agents may think it is beneath them to ask for help. The ole ego gets in the way.

A key phrase I find that helps is "I value your help."
Your clients really do feel good about helping you.

Here is my favorite statement to the client I just served;

I am so delighted to have served you, I am hoping you may know of others that you know who would benefit from my service.

AVOID AUTOMATED QUESTIONS, you only get AUTOMATED answers.

Be specific when asking for a referral, if you do you will get specific answers and referrals.

Always keep good information about your clients, what their interests are, their hobbies, names of children, organizations they belong to.

Pass on any information about their world that come across, share it with them.
Send them things of interest to them. It really works.

Call them on a planned time, I call this the power call.

Great for catching up and asking specfically for referrals.

People like to do business with people they know, I hate cold calls, I make them, but my bank money is prospecting for referrals from people I know.

You know it works, you just have to;

"Dig your well before you are thirsty."

Thanks Harvey and Jim

I was in the front row listening to you.


John Hacker

Realty One Group
jhackerleads@cox.net
www.letsgobuyahome.com
949-275-3247