Last Updated on May 2, 2023
The typical real estate agent earns 42% of their business from repeat clients or referrals from past clients. If you want to improve your real estate business, you should keep this in mind.
Although marketing your services to cold audiences through online ads and other types of advertising can be beneficial, you should pay attention to warm audiences as well. By putting more of your marketing efforts into getting referrals, you’ll find that your business becomes stronger than ever.
Here’s how to get more referrals as a real estate agent.
1. Ask At the Right Time
One of the best ways to get more client referrals is to simply ask for them. However, make sure that you do it at the right time.
Ask for referrals when you know that your client is in a good mood, such as when they’re closing on a property. Without going for a hard sell, simply ask your client to recommend you to their family or friends in case they ever need a real estate agent in the future.
2. Partner with Local Businesses
Creating local partnerships with other businesses is one of the best ways to get more referrals. Many professionals work in fields that are related to real estate but that don’t compete with your own services.
It’s a good idea to build relationships with local business owners that have relationships with your target clients and then offer a promotional exchange through email newsletters, social media, or your website.
3. Host Events
Hosting events can always be a great way to connect with your local community and potentially generate some new leads. Consider hosting a holiday party or client appreciation event in which you’ll invite your past clients to come out along with their family and friends.
Doing so will not only strengthen your bonds with past clients but could help you build some buzz and meet some new ones as well.
4. Build Your Online Presence
A big part of getting referrals from past clients is simply staying on their radar. It’s a good idea to boost your digital marketing efforts to ensure past clients see the name of your real estate business more often.
Posting on social media regularly, running online ads, or building a blog can help you stay in touch with past clients online. If they see your brand name and content often, they’ll be more likely to recommend your services when they know someone who needs a real estate agent.
5. Send Postcards
Don’t stop with social media and online marketing when aiming to stay connected with past clients. Keeping in contact with them through traditional mail can be useful too.
Consider sending a holiday postcard or two throughout the year or sending other promotional messages to stay on the radars of your clients.
Also, if a past client refers someone to you, be sure to thank them. Send a “thank you” postcard or even a small gift to show your appreciation. Remember that someone who recommends you to their friends and family once is likely to do it again.
6. Stay in Touch
One of the best ways to get more real estate referrals is to stay in touch with past clients.
It’s a great idea to use customer relationship management (CRM) software to stay organized while communicating with your past clients and sending them messages throughout the year. Sending emails or SMS messages, sending direct mail on holidays, or even stopping by to give a pop-in gift can be useful strategies for keeping in touch with clients.
When communicating with past clients, however, remember to be authentic and to be truly appreciative of their past business. Building real, positive relationships with your past clients will lead to them referring your business to others more often.
Getting More Real Estate Referrals
If you’re trying to learn how to get more referrals in real estate, keep these strategies in mind. While you may feel uneasy about asking for referrals at first, it will become a habit as time goes by. It can also be well worth it once you realize you have more clients than you know what to do with.
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