Most people still choose agents based on recommendations from people they know— 92% of people to be exact. So, how do you facilitate that process and land more clients?
First, Identify Your Referral Sources
Referral sources can come from just about anywhere you have made a positive connection. Try to make a list of all the people you could ask to give you a referral or some sort of positive review on your website or social media. This includes partners, associates, community members, businesses and, of course, past customers.
Each person from each place you’ve made a connection will give out referrals differently, so it’s a good practice to get a few referral sources from each area. It will allow for a more diverse referral pool.
Make sure you’re identifying ways you want people to be able to make those referrals as well, whether that be by word of mouth, email, social media or old-fashioned snail mail. This will give you an idea of where you need to put your marketing content so it’s easily accessible.
Second, Mention It to Customers
It’s never a bad idea just to ask customers when they’ve had a great experience with you to spread the word. Most customers would probably be willing to give out a few referrals but just don’t think to do it. It’s your job to sell yourself so well to them that they want to sell you to someone else.
A good idea to offer to customers is to tell them to mention your name whenever they talk about how they got their dream home. Better yet, ask them to tag you on their social media accounts when they announce they’ve bought their new house. When people see the happy family’s face on their feeds and see your name connected to it, that creates an impression.
Third, Create a Referral Reward Program
Not that people won’t give out referrals for free, but adding a nice incentive for them to do it is icing on the cake. A lot of companies will do a sort of deal where if you refer a friend, you get $25 and they get $25, so it’s a win-win for both parties. Others offer a certain percentage off their next purchase for referring someone.
Either way, people like getting rewarded. Plus, a referral program gives a certain exclusivity to customers within it. They get to show that they know all the right people with the best service, which will bring more contacts to them and then, hopefully, to you.
An Added Bonus
The best part about using referrals as a marketing strategy? They literally cost you nothing! You don’t have to put a single cent into getting referred customers or asking current customers to refer you. It just takes a few extra minutes to ask a satisfied client to refer you to someone or put a positive review on your website.
Plus, people feel like part of the company when they can help you out. People like to feel involved in something, and if they have a positive relationship with you, chances are they like to see your business succeeding because you helped them do so. This type of positive interaction can lead to a higher audience engagement on both your website and social media platforms.
With over 15 years of experience working with real estate agents, we know what works best—and referrals are one of them.
By creating a company that thrives off referrals, you are better connected with current and future customers and have a higher chance to create lasting and personal relationships.
If you still need ideas on how to facilitate that process, head over to our contact page. We can’t wait to meet you!