5 SURE-FIRE WAYS

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.

TOM PRINGLE

Tom Pringle began his real estate career in 2002. “I’ve been in sales all my life,” Tom says. So when a friend was opening a development in Longmont called Rainbow Ridge Estates and asked if Tom would be interested in helping him sell new builds, “I jumped right in. It was a great product, and it was a great way to get started.” In the 18 ½ years since, Tom hasn’t looked back. He loves putting his clients first and helping them achieve their real estate goals.

With RE/MAX Alliance, Tom serves an area covering the north half of metro Denver, all the way up to Fort Collins, as far west as Nederland and as far east as Brighton. About half of Tom’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “My clients appreciate that I provide great service and great communication, and that I always follow up,” Tom explains. “I stay in touch with my clients, and I’m in contact with almost every person in my database about once every quarter. I like to reach out and talk to everybody, keep my name in front of them, and answer questions for them and their friends.”

That emphasis on communication and staying in touch makes Tom a resource even to potential clients who haven’t taken the plunge just yet. “Sometimes I’ll stay with somebody for 4 or 5 years who was referred to me, but maybe they’re not ready yet. I’ll stay in touch with them, and when they are ready, they know I’m around and I want their business.”

When it comes to marketing his listings, Tom makes use of the great resources available through RE/MAX, including sending his listings out to “pretty much every platform out there.” Tom also uses professional photography, aerial shots, and 3D Matterport virtual tours to ensure a listing stands out. That’s in addition to traditional methods such as signs and flyers. Tom, and he is President of the HOA in his neighborhood, Waneka Landing in Lafayette. He also donates part of every closing to children’s hospitals or the Children’s Miracle Network. Tom sings in a local community choir. When he’s not working, Tom enjoys spending time with his wife and golfing.

In the future, Tom plans to expand his reach on social media and stay on top of new developments in the industry to better serve his clients. More than anything, he says, “I love helping people. I’ve always had the ethos that if you help enough people get what they want, eventually you’ll get what you want too. It’s never about the money, it’s about helping people.”

“I’m always looking to take on more business,” Tom says, “and I love what I do. I grew up with the lesson that hard work will always get you a good result. If you want somebody to take care of you, I’m here to help.”

To find out more about Tom Pringle, please call 303-921-2668, email tom@tompringle.com or visit tompringle.com

CRYSTAL QIAN HU

Prior to real estate, Crystal Qian Hu started out as a nurse’s assistant; however, she was always drawn to the process of buying and selling homes. After learning about the realty industry through her friend, a local agent, she began to realize that the business complimented not only her compassion for others, but also her entrepreneurial spirit. Inspired, she attained her license in 2017 and dove in. Today, Crystal is an agent for eXp Realty, where she assists clients throughout the Greater Salem Area. Having founded her process around market expertise, attention to detail, and client advocacy, she has established the foundations to meet the needs of any buyer or seller. client experience. “I simply love helping others,” she says. “That’s why I was a nursing assistant before going into real estate. Nothing makes me feel more accomplished than knowing I made a difference in someone’s life—whether they are buying or selling.”

Outside her career, Crystal is an avid fan of traveling both throughout the country and around the world. Originally from China, she also enjoys taking the occasional trip back to see her friends and family overseas, and when she’s not with clients, she can be found pursuing her MBA from Willamette University.

Crystal has strong plans for the future of her business. As she continues to scale her standards of service, she hopes to harness her education to provide additional support to first time home buyers and empower the homeless through affordable housing. Mostly, though, she looks forward to the new clients and opportunities that lie ahead. “My career is truly an adventure,” she says. “Every transaction is different, and every client is different. That’s what’s so wonderful about real estate: No two days are the same.”

When listing a home, Crystal takes a diversified approach. After helping her clients to fully prepare their property, she shares it through a mix of third party software and targeted social media campaigns. Her open houses, meanwhile, are known to draw plenty of extra attention to her listings, ensuring a smooth and efficient sale. But along the way, she is careful to keep her clients thoroughly informed and updated with each step of the transaction.

Elsewhere, Crystal is just as committed to her buyers, guarding their best interests through education, integrity, and open communication. Moreover, she strives to personalize her workflow for each and every client while guiding them to the right investment for their needs. “Everything in real estate comes down to passion and communication,” she says. “If a client has a question, I always try to find them an answer. And if they have a problem, I try to solve it quickly. My goal, above all, is to help them achieve their goals.”

For Crystal, the transaction is never finished, as she prefers to remain in touch long after the deals are done to ensure her clients are thriving in their new homes. Because of her expertise, commitment to service, and outgoing personality, she has earned a fantastic reputation throughout Oregon, as evidenced by her strong rate of repeat clients and referrals. But as her annual volume maintains its steady growth, she remains focused on the To learn more about Crystal Qian Hu, please call (971) 388-051, email Crystal.qhu@gmail.com or visit crystalcbrealestate.com