Podcasts and videos are quickly becoming the world’s preferred way of consuming information. Audiences actually welcome consuming this type of content during their personal time! They can listen to a podcast while they jog, or watch a video on the train to work.
There are a lot of tips available to help real estate agents grow their businesses—marketing tips, sales tactics, networking strategies, and more. But when it comes to building trust among clients and achieving the most loyalty humanly possible, one of the greatest gifts we can all give ourselves is the ability to stare our fears right in the face during those times when we must deliver the not-so-great news that occasionally interrupts our victories.
Being transparent with clients is not always easy. Real estate agents are often guilty of taking alternative actions that, while offering short term relief from fear and discomfort, do very little towards the long term relationships that are so valuable to our livelihoods!
There are thousands of articles on the web offering scripts for asking for referrals, ideas for “referral rewards programs,” and marketing ideas that involve including “I <3 referrals” in your email signature.
These are all full of great tactical advice. I'm even going to link to some of these articles in a few minutes, so you'll be able to check them out—but don't jump ahead just yet.
“There is no magic shortcut. Contrary to what the gurus tell you, referrals need to be earned; they are not given simply for the asking.”
- Kendyl Young, DIGGS
That's the most important thing to understand about referrals. You have to earn them. You have to build trust. Without laying a foundation of trust, even the cleverest referral script or rewards program in the world will have you coming up empty.
In addition to building trust, you need to examine your process and make sure you're providing a memorable, remarkable experience—something people will be moved to talk about. What do you do that is unexpected? How do you delight your clients?
"Ask yourself, am I providing a referable experience?"
- Dave Silva, Dave Silva Realty Team (Re/Max)
So, that's what it comes down to: trusting relationships and a remarkable client experience. I'd love to tell you that I've found 6 quick, easy tips for accomplishing these two objectives and earning tons of referrals. But it's just not that simple.
Instead, I have 6 not-so-quick or easy steps to earning referrals.
Due to the highly competitive nature of real estate, how you equip your tactical toolset is a priority that should never be taken lightly. Even the best free CRM in real estate may not be the best option for real estate agents looking to grow their business on a budget.
To survive in tomorrow’s market amidst a constantly evolving industry, agents need to be highly well-rounded on all aspects of their professional existence. Since it’s rare that we can be equally excellent marketers, managers, negotiators, sellers, administrators, and relationship managers, we must rely on software and other tools to compensate for our areas for improvement and automate our most time-consuming tasks (thus freeing up time for more sophisticated priorities).
To survive, you must be able to adapt to changing conditions and refine your skill sets across the board. Depending on where you are in your career, budgeting and prioritizing are also important, especially if you’re handling fewer than 10 transactions per year with hope to grow.
And when it comes to choosing a CRM, the seed you plant is one that should be selected carefully (with the future in mind)!
If you’re an agent who’s currently part of the Realvolve community, you know that we pride ourselves on being far more than just another CRM for real estate agents.
“My parents are 88. OK? I have a good relationship with my parents. They live in Florida. Let’s say my parents live to be 92. I hope they live longer, but let’s say they live five years. I don’t have 5 years with my parents. I see my parents twice per year. That means I have TEN VISITS with my parents. So when I started to look at [things] like that, I made significant changes, like ‘OK I’m going to get on a plane and see my parents.’ And when I’m in those moments, my feet are on the ground. That’s where I am, because I only have a limited amount of time with them.”
-Jesse Itzler, on his relationship with time.
This is an extract from a podcast that I listened to a few weeks ago. I’ve thought about this statement every day since. Maybe the timing of it resonated with me because not long ago, I started to think about my commute to work.