As a realtor, you want to be in a situation where you are calling people who know who you are, rather than making cold calls. The best way to accomplish this is to get quality referrals from people who are familiar with your work and who can say positive things about you. But sometimes you have to ask clients to give you referrals. Start by speaking to satisfied clients who are also aware of how your work has benefited them. Next, you ask the client if they can help you out. Bluntly asking a client for a referral can turn them off, but you can ask pointed questions about people they know who may be in the market for a home. Once you have discussed several names with the client, narrow it down to the most likely prospect and ask the client to introduce you to this person.
- One of the essential things about marketing is to do prospecting because this is a vital activity that must be performed every day.
- One should be ready to face burnout and get tired easily if the only way he hopes to get clients is to do cold calling.
- A referral is someone who has respect for your judgment and the client is willing to introduce you to that individual.
“Eventually, you want to get to the point where most of your calls are to people who already know your name, what you do and what you’re calling about.”