Be referable

Unless you're referable, it's next to impossible to generate large numbers of quality referrals. And being a pleasant person isn't enough. To attract referrals, follow these tips:

1 Do what you say you'll do and do it with excellence. People known for mediocre results never win the kind of accolades that lead to recommendations.

Figure 6-1:

List names of contacts in as many of these social and business contact categories as possible to form your own referral database.

Referral Database Worksheet

Create a list of contacts in each category who may be willing to refer prospects your way.

Accountant

Colleges

Investments

Printing

Advertising

Computer

Jewelry

Property Mgmt.

Aerobics

Construction

Laundries

Rental Agencies

Airline

Consulting

Lawn Care

Resorts

Alarm Systems

Contractors

Libraries

Restaurants

Animal Health/Vet

Cosmetics

Limousines

Roofing

Apartments

Country Clubs

Loans

Satellites

Appraisers

Credit Union

Management

School

Architects

Day Care

Manufacturing

Secretaries

Art

Delivery

Mechanics

Shoe Repair

Athletics

Dentists

Medical

Siding

Attorney

Dermatologists

Mortgages

Signs

Automobile

Doctors

Motels

Skating

Baby-sitters

Dry Wall

Museums

Skiing

Banking

Electrician

Music

Skydiving

Barber

Engineering

Mutual Funds

Soccer

Bartender

Firemen

Newspapers

Softball

Baseball

Fishing

Nurses

Software

Beauty Salon

Florist

Nutrition

Spas

Beeper Service

Furniture

Office Machines

Sporting Goods

Bible School

Gardens

Office Furniture

Surgeons

Boats

Golfing

Optometrist

Tailors

Bonds/Stocks

Groceries

Orthodontist

Teachers

Bookkeeping

Gymnastics

Pediatricians

Telecommunications

Bowling

Hair Care

Pedicures

Tennis

Brokers

Handicapped

Pensions

Theaters

Builders

Handyman

Pest Control

Title Company

Cable TV

Hardware

Pets

Training

Camping

Health Club

Pharmacies

Typesetting

Carpet Cleaning

Health Insurance

Phones

Universities

Cellular Phones

Horses

Physician

Video

CPAs

Hospitals

Plumbing

Waste

Chiropractors

Hotels

Podiatrist

Weddings

Church

Hunting

Pools

Wine

Cleaners

Insurance

Preschools

il Know your client's expectations. The only way you can know what your clients expect from you is to ask. The typical agent thinks a client simply wants to get a home sold or find a home to buy, when in fact that end result tells you nothing about the client's service expectations. Ask your clients these questions:

• What do you expect from the agent you choose to work with?

• What are the top three services I could provide that would add value when working with you?

• If you've worked with other agents in the past, what did you like best and least about the experience?

I Deliver exemplary service that exceeds expectations. Meet and exceed your client's service expectations and they'll become ATM machines for referrals. Follow these steps to secure clients for life:

• Survey your clients on a regular basis to find out whether their needs are being met and how you can serve them better.

• Become a recognized real estate expert and share your expertise by calling clients regularly with reports on market trends, equity growth, and investment opportunities.

• Continue serving your clients after the sale closes.

• Get to know your clients beyond their real estate needs.

For more advice, flip to Chapter 15, which is full of tips for using service and follow-through to win clients, and their praise, for life.

I Say thank you. This step is so simple, but in our what's-in-it-for-me world most service providers overlook the power it possesses. When was the last time your attorney, accountant, or banker thanked you for your business? When was the last time the person who pumps your gas, handles your dry cleaning, or bags your groceries thanked you for continuously directing your service dollars into their paychecks?

Extend your thanks verbally and put it into hand-written notes. Find simple and creative ways to express your appreciation to the people that put food on your table, gas in your car, dollars in your retirement account, and tuition dollars into your children's college education accounts. Your thanks will be rewarded with referrals.

I Admit and correct mistakes. If your service falls short, admit it, apologize, and quickly make amends.

jjcJABEfl

Sometimes, your most loyal clients — and strongest referral alliances — result from perfectly corrected mistakes. When things go awry, too many people put more effort into covering their tracks than righting the wrong and helping the client. Instead of wasting your energy trying to hide mistakes, follow these steps:

• Find out what the problem is and solve it quickly.

• Once the problem has been identified, admit it was your fault. Diffuse frustration or anger by saying, "You're right; I blew it, and I'm sorry."

• Tell him how you'll make amends. Once he knows that you're committed to his satisfaction, the healing of the relationship can begin.

• Follow up to find out whether the problem was resolved to the client's satisfaction and whether there is anything else you can do for him.

Retirement Planning For The Golden Years

Retirement Planning For The Golden Years

If mutual funds seem boring to you, there are other higher risk investment opportunities in the form of stocks. I seriously recommend studying the market carefully and completely before making the leap into stock trading but this can be quite the short-term quick profit rush that you are looking for if you am willing to risk your retirement investment for the sake of increasing your net worth. If you do choose to invest in the stock market please take the time to learn the proper procedures, the risks, and the process before diving in. If you have a financial planner and you definitely should then he or she may prove to be an exceptional resource when it comes to the practice of 'playing' the stock market.

Get My Free Ebook


Post a comment