Build Your Referral Pipeline
The referral pipeline coming from satisfied clients is the bedrock of any real estate agent’s business. Here are seven strategies and tools to build your referral pipeline, especially in New Jersey, and specifically along the Jersey Shore:
BRAND – A brand Branding is not just about the adjectives that you put around your business. Get specific; put together a great 10-point quality checklist that every client gets when dealing with you to ensure Provide exceptional customer service. Be responsive, attentive, and go above and beyond to exceed your clients’ expectations.
BUILD – Build a strong relationships with your clients to help generating referrals. Take the time to understand their needs and preferences, and make a genuine connection with them. It takes approximately 90-200 hours to build a reliable, trusted, referral relationship. A referral network requires regular follow-up, even after a transaction is closed, to maintain the relationship. It’s not a one, -and-done deal.
BOLD – You can’t be afraid to ask your satisfied clients for referrals, but knowing how to is crucial. Provide them with a tool such as an informational 1-page sheet and then ask them if they know others who may find it useful as well. You can ask for referrals in person, via email, or through a handwritten note. Just make sure that your marketing materials or are on your website.
BENEFICIAL –When you receive a referral, always acknowledge them with a note or a small gift, like a Starbucks gift card. Some people suggest that you offer incentives to your clients for referring you to others, but I find this pretty cheesy.
BENEVOLENT – Be generous on social media. Repost their updates, celebrate their victories, and even give them a call when you see something extra special worth mentioning. A like on Facebook post is like a French fry, but a call is the cheeseburger that gives you the juice.
BELONG – Join a business network with other industry professionals is another way to build your pipeline. By belonging to a community of other professionals in real estate, such as mortgage brokers, home inspectors, and attorneys, you gain greater visibility and gravitas. Attending local networking events and joining industry-related groups or associations expands your network.
BLOG – Blogs are a great way to provide valuable content such as website articles, videos, or newsletters that establish you as an expertise in your field and keep you top-of-mind with your clients. A blog also allows your referral network can to share your content that provides useful information about the local real estate market, home buying/selling tips, and other relevant topics with their network.
BRIDGE – Ultimately, remember that referral goes in two directions. Be sensitive to their needs, concerns and new opportunities. Relationship-building takes time. If you rush it, it is like cracking the egg before it is ready to come out
If you have any questions about this information or title insurance, please contact Ralph Aponte: 732.914.1400.
Counsellors Title Agency, www.counsellorstitle.net, founded in 1996, is one of New Jersey’s most respected title agencies, serving all 21 New Jersey counties with title insurance, clearing title, escrow, tidelands searches, and closing and settlement services for commercial or industrial properties, waterfront properties and marinas, condominiums, townhouses or residential single-family homes. Counsellors Title also features its own Attorney Settlement Assistance Program™ [ASAP], which is an individual resource customized to fit the needs specifically of real estate attorneys, including, Documentation, Preparation, Disbursement of Funds, Attendance at Closing, HUD Preparation or Post-Closing Matters.
Connect with Ralph on LinkedIn: https://www.linkedin.com/in/ralphaponte/