| By now your real estate business has gotten off the | | | | in need of real estate services, they make a referral |
| ground and you are feeling pretty successful | | | | because it makes them look good. Keeping this fact in |
| compared to when you first began. You may have | | | | mind will help as you think about your referral |
| started considering some things that will help your | | | | marketing. |
| business to grow even more. “Get New Clients” | | | | Have you been thanking the clients that have been |
| is more than likely on this list of things. You put your | | | | referring others to you? Part of your referral |
| referral marking program into practice a few months | | | | marketing program should be to thank those clients |
| ago, but you would still like to generate more business. | | | | that have referred others to your business. As a |
| It is possible to increase the reach of your referral | | | | general rule, you should thank people three times for a |
| marketing program to bring in more customers to | | | | referral. The first time should be verbally. You should |
| boost your business. | | | | thank the person at the time of the referral and after |
| Referral marketing is ineffective if past clients forget | | | | you have made contact with the prospect. Later you |
| about the services you provided. This is very easy for | | | | should thank the client in writing for the referral. Lastly, |
| them to do. People get wrapped up in their own lives. | | | | a small token of appreciation should be given once you |
| Once they get settled back into their routine, many | | | | have closed a deal with the referral. Referral |
| people forget about the great service they receive six | | | | marketing works well when you give thanks to your |
| months ago. Give your referral marketing a boost by | | | | active referral sources. This encourages them to refer |
| contacting past clients. Remind people that you are still | | | | others. |
| out there. You can give previous clients a phone call or | | | | If you have recently added a new service to your |
| send a card or email. Just contact them to see how | | | | business make sure that past clients know about this |
| they are doing and remind them to remind others | | | | service. The maximum effectiveness of referral |
| about your service. You should not let more than three | | | | marketing is achieved when clients are fully aware of |
| months pass without making some kind of contact | | | | how others can benefit from your services. When you |
| with past clients. | | | | change something about your services make sure that |
| You know that your referral marketing program is in | | | | clients know this so they are abreast of how you can |
| place to benefit you. Why else would it be in place? | | | | benefit customers. If you are worried about seeming |
| What you probably don’t realize is that most clients | | | | superficial or selfish, first ask the client about their life. |
| don’t refer you for your benefit. In fact the reason | | | | Then follow up with some words about what you are |
| they refer your services is for the benefit of the | | | | doing. You don’t have to act as a full-fledged sales |
| person to whom they refer you. People like to know | | | | person for your referral marketing strategy to fully |
| that they can be a hero. When someone they know is | | | | work. |
