ALT-2 How to Generate Referrals as a Real Estate Agent
Creating Your ListI am convinced that nearly everyone has at least 100 good people in their personal sphere of influence. I could probably count around 350-400 people that I am close to relationally (non-business).The beautiful thing about this list is that most of these people already love and respect me to one degree or another. They are absolutely my best source of business. Most business owners spend 90% of their effort trying to get new clients which happens to be the most expensive and time-consuming part of business.
The most valuable asset in your business is your list. Especially your past clients and existing relationships.
How did I build my list? I got married just over a year ago and to pick our attendees, my wife and I looked at the following sources:
Family/RelativesFriendsChurch GroupsRecreational Activities/SportsLocal Business AssociationsPast ClientsService Providers (Doctor, Dentist, Auto Mechanic, etc)
There are virtually limitless sources.
We generated a list of close to 300 within 30 minutes. How many are on your list? Go make it right now. Even if you already have a list, you probably can add another 10-20% by re-brainstorming.
Managing Your ListYou have a great list now! So, what to do with it? Next week I'll give you some ideas about marketing to your list but first you must manage your list.
There are hundreds of software packages for this. For most people the humble Microsoft Excel is sufficient. Or if you don't have Microsoft Office, Google has a new free service to create and manage spreadsheets online (docs.google.com).
Don't get fancy with your spreadsheet. Lay it out with a header row (name, address, phone, etc) and list each name below in a row. Format the page width to print on one page landscape.
Tracking Your ListThis is perhaps the most important part, keeping track of the interactions you have with each person on your list. You may like to keep notes electronically or write in a journal or notebook. Either way, jot down quick notes when you interact with people on your list.
Why is this important? If you want to impact people and build strong relationships, remember their birthday, or their kid's first ballet recital, or their dog's name.Take notes on people and what is important to them and they will flock to you because you care about them. Remember that all the people on your list are ultimately concerned about themselves. If you remember personal details and serve people, they will send you a lot of referrals.
