5 SURE-FIRE WAYS TO

5 Sure-Fire Ways to Get More Referrals

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you ’re like most REALTORS® , you ’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances. Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third move, another $10,000.) Then if the client refers two people, suddenly you ’re talking $75,000. And that’s without marketing, so add in that

savings. Remember this: when you take exceptional care of your clients, they ’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more:

1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you. Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

2. Cross promote and partner with other businesses. Think about all the local businesses in your city and then ask this question: What can I do to help those local businesses

by Bubba Mills

while promoting my business? Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A. —Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!” Also, put some serious thought into your closing gifts. I’ ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community. People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community. Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going. The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not? What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

MARICELA MEZA

Four years ago, when Maricela Meza began working for a property management company, she had no idea that path would lead to a successful career as a real estate agent. Her boss was also a broker and recommended that she get her real estate license so they could list properties on the MLS. “I did decide to get licensed, then I left the company and was licensed under a different broker,” Maricela explains. Now, Maricela is a solo agent who serves the Down River area and Metro Detroit, Michigan.

In just three years, Maricela has made great strides. Nearly 99 percent of her business comes from referrals, which she credits to her dedication to serving her clients, as well as her ability to speak both English and Spanish. There is a large population of Spanishspeaking people in the area, and they feel comfortable turning to Maricela to help them with their real estate needs. Additionally, Maricela always looks out for her clients and does more than necessary to make sure that they end up with the best possible results. “I go out of my way a lot, but I enjoy it,” she says.

It is clear that Maricela’s clients are very happy with her services, with many leaving glowing reviews about their time together. One recent client shared, “This experience could not have gone any better. I am truly satisfied with the service I received and the care and dedication Maricela provided. It truly made all the difference in what could›ve been a difficult process. Maricela knew exactly what she was doing, she›s very knowledgeable. You can tell that she is passionate about her work and her client’s satisfaction.” Many of Maricela’s clients run in the same circles, so she finds it easy to keep in constant contact with them. “We’re always in each other’s faces,” she says.

When she is not working, Maricela loves spending time with her two children. Through servicing the Hispanic community in the area, Maricela is truly helping the Metro Detroit community as a whole. Many people do not know that home ownership is a real possibility, and Maricela experienced this firsthand watching her parents feel this way throughout their lives. Her upbringing has solidified her passion for helping others achieve their goals. She recognizes the need for an agent who is honest and wants the best for their clients, and she loves to be the person her clients can rely on.

With all this considered, it is no surprise that when asked what her favorite part of the job is, Maricela says, “It definitely is helping people.” She knows that she has a unique skill set and worries that if she is unable to help, then nobody will. In the future, Maricela wants to continue growing her business in order to help as many people as possible. “I am overwhelmingly busy to the point that I know having someone on my team would be very beneficial to my clients and to myself as well,” she says. Maricela has proven that you can achieve anything if you put your mind to it, so to agents and potential clients alike, she says, “Whatever you’re thinking of doing, just take a leap of faith and do it.”

For more information about Maricela Meza, please email meza0316@icloud.com

STEVE PETTIT

Top Agent Steve Pettit – Lead of Pettit Properties at Keller Williams Grand Rapids in Michigan – is a hardworking, forthright Realtor who is consummately dedicated to providing the very best customer service available in his market. Steve’s business has been built on a foundation of honesty and integrity, hence his stellar reputation as a trusted real estate advocate and advisor who consistently goes above and beyond for his many grateful clients.

Steve, who was originally licensed in 1994, first spent years working for the state of Michigan. “I wanted to retire,” he recalls, “buts I’m a very busy person and I believed that sitting around and not doing anything would drive me crazy. So, in 2016 I decided to get back into the real estate business.” Steve found success almost immediately, based on his client-focused approach that puts the needs of his buyers and sellers above his own.

Currently, Steve oversees a dedicated team of eight agents, all of whom share his customer-first business ethos. “We’re a pretty diverse group,” he says. “We build relationships, we don’t sell houses. We guide our clients and we give them advice. But ultimately, they’re going to choose the home they want. We don’t hard sell. We try to understand our clients and their needs, and then help them find the house that is right for them.” This has resulted in a thriving business that is based considerably on referrals from past clients, a percentage that continues to grow, year after year.

“I view real estate through a specific prism,” says Steve, when asked how he manages to engender such fierce loyalty amongst his clients. “If I wouldn’t sell a home to my mother or my children, I’m not going to try and sell it to a client. I make sure that they understand exactly what they’re getting into, because I can always help them find another home if the one that they’re looking at has some issues. If the house we sell them turns out to be a money pit or not what they anticipated, the chief person they’re going to blame is me. Therefore, it is incredibly important to everyone on my team that we take care of our clients as if they’re family.”

There are many other factors that have played a large role in the success of Pettit Properties, including fierce negotiating skills and comprehensive, intelligent marketing strategies that translate into fast sales for top dollar. “We’re very lucky to be a part of the largest brokerage in Grand Rapids,” says Steve, acknowledging the large assist in listing prominence Keller Williams provides.

When he’s not working, Steve enjoys nothing more than spending time with his family, including having spent a week on an aircraft carrier with his son, who is active duty in the Navy. He is also an ardent philanthropist who supports multiple charitable efforts, including Gilda’s house, which provides support to those living with cancer.

Looking to the future, Steve’s plan is to continue doubling his annual business, which he has done consistently since the inception of Pettit Properties. “When you focus on the client,” he says, “you are able to provide an awesome client experience. That is going to be a huge driver for our business as we move forward.”

For more information about Steve Pettit, please call 616-600-1041 or email StevenPettit@gmail.com