Successful real estate agents build their businesses off of referrals. To thrive as a salesperson, you have to be ready to be interpersonal all the time. Here are 10 ways to develop relationships that will grow your business.
Be the best. Being ethical, knowledgeable, and valuable is the foundation to having a successful career. Clients will rarely forget the quality of service that they received from you.
Keep in contact. It is more common than not that someone in your network is looking to do something with real estate at any given moment. By keeping up with your previous clients in your network, you’re keeping your service at the forefront of their mind when they’re thinking real estate. Make calls to your network infrequently to give market updates as it pertains to their property. This will show them that when they have real estate questions, you’re still accessible enough to consult.
Make referrals. Many clients have businesses of their own. Create a reciprocal relationship with them by supporting their business the way they are supporting yours. Give them referrals and it will increase your chances of them returning the favor.
Host gatherings. Only positive things can come out of an environment centered around socializing with your network. Whether it is an appreciation party, an open house, dinner, or a housewarming, create spaces that allow you to rub elbows with your clients and individuals in their network.
Get to know your market. Get comfortable and familiar with the communities that you are serving. Make yourself known among the local business owners and homeowners.
Get to know your clients, and allow them to get to know you. People refer people that they like. Part of being liked is doing a great job, another part of being liked is making a personal and memorable connection. Find commonalities with people and business owners in your community that draws you together.
Get familiar with the industry leaders.Being aware of the industry leaders in your community will give you more opportunities to be involved in some of their transactions. Remaining on these individual's radar will heighten your chances of being involved in one of their transactions whether it is personal or professional.
Get to know other agents. Whether you connect with agents nearby or out of state. Having a personal and trusted relationship with an agent will make them feel comfortable and confident in referring a client that they can't work with for whatever reason.
Research what states/markets have the most people relocating to your market. Similar to above, becoming familiar with these markets and making trusted connections with its agents can give you a direct pipeline of referrals.
Be personable. In every interaction with your clients, it is important to be professional, knowledgeable, ethical, and personable! Buying a home is an intimate and meaningful process for many buyers. Positive and personable interactions only make the experience more memorable.