Before you answer that question…
Allow me to share with you three classic mistakes that agents make. In fact, these mistakes make agents LESS likely to be referred.
Number 1 – the marketing/messaging that they send is focused on awards, successes and ego, not on the needs and wants of the customer. Of course, this is not something they do intentionally but it can leave the consumers asking …. “Hmm – I wonder if this agent wants more business. Do they have the time to handle my friend with the care they need and deserve?”
Number 2 – how do you get your message out that you DO welcome referrals? Is this something you market by postcard, email or is it an afterthought? A tip from top agents is to add messaging to the back of their business card. Explain how your business is dependent upon referrals and that they are welcomed. People may not realize this!
Number 3 – do you have any sort of regular newsletter that you send to your top tier clients and past customers to keep you top of mind for when they do think of referring business? Not all newsletters are created equal. In fact, the more professional and glossy it is, the more it will push people away … and chances are they won’t even read it because it is too “salesy.” Check out my video below for more info. Check this out if you need a newsletter people will actually welcome and look forward to.
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