When an Agent is new, the majority of their time is spent prospecting and the majority of time prospecting is spent building Trust and Confidence with your clients. After an agent has been in business for a while, the easiest and most efficient way to prospect is by maintaining a relationship with your sphere of influence, or with people that already like and trust you.
The best time to receive referrals is after:
Value has been received, and value is recognized by your clients.
When a client expresses appreciation for what you’ve done for them, or a resident in your farm area says they appreciate receiving information from you, it’s a great opportunity to ask for referrals. Instead of asking your client “if” they know of anyone who is buying or selling, why not ask them “who” they know first. This will get to give some thought to your questions. For example;
John, I’ve enjoyed having the opportunity to help you, and am glad it’s been helpful. Who do you know that’s thinking about moving, or that would also benefit from this service (or information)?
The final close to the conversation should always include,
“Please don’t keep me a secret”.
John, I’m glad you’ve found my services helpful. I’m wondering if you could do me a favor. My business is like most others. It’s important that I continue to grow my business to replace my clients that move out of the area. But, I spend so much time providing the highest level of service to my clients like you, that I don’t have much time left to promote my services to other people. If you happen to know of anyone that;
has a real estate need
is thinking about moving
or, could benefit from my services
Please don’t keep me a secret.