The Peak Producer "Rhythm of the Referral System"

Our Peak Producers training focuses on the key difference in truly Working By Referral versus the old “word of mouth” approach most of us fall into. The problem with the latter approach is that we’re still waiting for the phone to ring! When we work proactively t0 generate referrals, the goal is to develop a steady stream of business. To do that, we want to get into an ongoing flow, or rhythm, of a systematic approach. Here’s how:

1.    Add people to your database! Those weekly contacts with our client care database are the basic ingredient in the recipe for consistent business and growth. One hour of this kind of sales and marketing activity—the CEO or Rainmaker hat—is worth five hours of excellent client service—the COO or dealmaker hat—to building a consistent business.

2.     Build relationships! Through our consistent contact and care for your relationships so they come to trust and value us professionally.

3.    Provide excellent service! The basis of trust and value is our excellent service and commitment to our clients’ goals starting during a transaction—the COO hat—but also beyond as we serve them as their long term real estate adviser and show them how much we appreciate our relationship even when there isn’t a commission check at stake.

4.    Ask for referrals! Here’s where most of us stop, either because it feels a tad uncomfortable or because our COO hat gets so heavy we can’t lift our focus from the whirlwind of transactions. But that’s like putting all your hard earned dollars under the mattress instead of investing them and letting them work for you! Remember, if you don’t ask, you don’t get!

5.    Receive referrals! Yes, be open to referrals! So often, we get into a service mentality and don’t want to seem like we ever need anything from our clients. Remember, anyone giving us a referral really likes us to begin with and they want to see us succeed.

6.    Acknowledge and appreciate the referrer! Don’t wait to see if we get an actual client and make it to the closing table! That’s rewarding the results—and can be several months after someone gives us the referral. Instead, reward the behavior—their thinking of us and giving us the referral—and do it immediately so the referrer sees how much we appreciate their behavior.

7.    Turn that new lead (referral) into an advocate! Now that we’ve shown our client what excellent service really is, don’t treat the closing as a funeral! Remind them we love to help folks like them and how referrals allow us to focus on always providing the best service. Add them to your ongoing client appreciation program and keep in touch! (And yes, ask for referrals!)

Just keep this ongoing rhythm going with these seven easy steps to success in your career and a great life!