Referrals are one of the best ways to develop new business. A new agent can invite referrals by contacting his or her “sphere of influence” (people you are intimately familiar with, such as friends and relatives) and asking, “do you know anyone in your subdivision, gym, at work, interested in buying or selling a home?” This question will prompt the memory of a specific individual and a reply providing the name and contact information of a prospect. Open-ended questions, such as “do you happen to know of anyone,” will lead to open ended answers, such as “not off the top of my head, let me get back to you on that” (which will never happen.)
When obtaining a referral from a friend or relative, get all the contact information of the prospect and ask for permission to use your friend or relative’s name. Then contact the referral as soon as possible. Then inform your friend or relative of the outcome of the call (stay in touch.)
A new agent must prospect for referrals with the same efficiency he or she prospects for new sales leads. |
|
