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Guest post by: Zeeman Haus Become an Author

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Real estate is about sales and people. Agents know this and it is their stock and trade to keep their customers happy, find a new home for them, close the deal and hopefully get more clients out of the bargain. But really, how do they generate their own leads? The answer for most is to offer an incentive for referrals in real estate.

To do so though one has to approach the referall process in an indirect as well as direct way. The first thing to do is to set up and expectation of an incentive and a referral. This is not to say “Hey, you, Client! You’ll be referring me to all of your friends, got it?” These types of strong arm tactics might seem a little over the top if you read them, but how many “pushy” salespeople lose their client by being too persistent? A simple gesture of explainantion in a conversational tone explaining how you get most of your clients through referral and hopefully once you’ve done a good job for your clients, they will refer you to their friends, is enough. This sets an expectation that you understand how important your client is and so acts as a reassurance to them as well.

Once you have done what you promised, make sure you follow up during the celebration with a reminder for referrals. Again, in a conversational tone, so as not to raise any alarms. This time though, I’m sure that your clients will take note, especially after the great deal you got them.

Finally, after you have closed the deal, you can send your clients a gift basket or some other type of gift to thank them for their business. In the gift include a nice card inviting them to call you should they or their friends need anything.

Make sure your clients have easy access to you. Business cards announcing that you have a referral program might not work as well as a simple “referrals welcome” line on your card. Once you have been asked or bring up that you have a referral program have a one-page guide put together. By outlining your referral process, you reassure your clients that you won’t hound or annoy the people they refer, and you can give them the opportunity to be involved if they choose. Having your clients involved in your new deal is a boon and will help you establish credibility with your prospective clients.

The types of incentives for referrals in real estate business are clearly outlined by the law however. So looking into what you can and cannot do legally is a must. However, a newsletter or something to that effect offering prizes for referrals most likely will fly where you do business. Offering things such as a TV or trip or offering to pay for services to whoever give the most leads leading to a sale is often acceptable.

Make sure that you touch base with the people that gave you the referral and let them know what the status is ever so often. That is not to say the details of the deal or anything that might compromise your clients’ privacy, but to let your referrer know everything is going well.

Having a good incentive for referrals in real estate is a good way to drive business and keep your sales leads up. When you consider that your sale for today could be numerous customers in the future, this will also help keep you on your game.

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Referred by: http://7inchlcdtv.com/

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