This Phone Call Brings In The Most Referrals
Can calls really translate into referrals?
Are some more effective than others?
When we work with clients it’s easy to go into ‘get it done’ mode. We focus on getting from contract to closing as quickly and smoothly as possible. And to be fair, that’s a big part of what our clients hire us to do.
But it’s not why they refer us.
They refer us because of how we connect with them.
- It’s calling or stopping by to say – how are you really – and then taking the time to listen
- It’s dropping off blue tape for a downsizing client to mark which pieces of furniture get moved so they can visually see what’s happening.
- It’s acknowledging that the logistics are sometimes the least of the move. The emotions are a big part of what’s going on. John, fear, excitement, hesitation can all be present. It’s closing the door on one chapter and opening another
- It’s acknowledging that they might feel a little out of control right now.
I met with a potential client the other day who said they thought realtors were just out to make a buck.
Here’s the thing – we are. This is our career. After all – that’s what everyone else does when they go to work.
But check ins like these are how you let them know it’s more than that.
That is the secret to referrals.
And so my challenge to you, is to call everyone you are working with this week and just check in. How are they? Where are they at with the process?
Then listen. Often listening is enough, but you might be able to find some fun, easy ways to add value. Like dropping off a roll of blue tape.
Don’t have clients you are actively working with right now? Pick 5 people that you know and call them just to check in. We all appreciate it.
What are some of the ways you connect with clients?
To your success!
Nicole
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