A big part of a real estate agents business can be via referrals from your sphere of influence. If you are not getting referrals…you might be wondering why your sphere of influence real estate business sucks?
1. Your real estate sphere doesn’t understand what you do.
This is the most common reason I’ve seen with my real estate coaching. Does your real estate sphere know what you do and how you do it?
I see real estate agents marketing that they specialize in commercial, residential, investment, land, condo, duplex, etc. It’s hard to specialize in everything and it also confuses your sphere. They don’t know how to explain to their family, friends, coworkers what you do and how you could help them…so they don’t even try.
View a real estate coaching video on sphere of influence tip #1 on Youtube
2. You don’t think you should have to ask your real estate sphere for referrals.
Maybe you think that your past clients will just automatically think to recommend your services to others because you did such an awesome job…Not gonna happen.
“Studies have shown that customer satisfaction does not equate with continued sales.” – Jill Griffin, author of Customer Loyalty
You have to take ownership of your business and ask your real estate sphere of influence for referrals. It’s not their job. It’s your job.
View a coaching video on reason #2 on getting more referrals from you sphere on Youtube
3. Your sphere of influence doesn’t feel important.
People like to feel that they are part of an exclusive club. Inside this exclusive club people can feel important, like an insider. As insider, you have more prestige to invite others to join the club.
What are you doing to create an exclusive club for your sphere and past clients? Making your past clients feel more like friends than prospects or leads will actually help you generate more business, but also be more fun.
Learn more about reason #3 an how to get more referrals by watching this Youtube video
4. You don’t refer people to your sphere of influence.
Your sphere is in business. They need a network. They need to make sales. The Law of Reciprocity is powerful. Look at your database and see who you can start recommending to each other.
“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.” – Dale Carnegie
Watch a short video on Youtube about giving referrals to your sphere of influence
5. You don’t have something to share or worth sharing.
Do you create content for your sphere of influence, past clients and future clients? What I’m asking is are you real estate blogging?
If you have created content that your real estate sphere can share with their friends, family, co-workers it makes it easy for them and is a great excuse for them to recommend you.
It could be a blog post, a video, a webinar, an eBook or a newsletter. Show your expertise and make it easy to get referrals from your sphere of influence.
Watch a coaching video on creating content for your sphere on Youtube
6. You aren’t thanking people for referrals.
Gratitude and acknowledgment can go a long way. A simple thank you is powerful.
Do you have system in place that when someone recommends you or sends you a referral, you follow up with a thank you?
Taking the time to say thank you will make you sphere feel their efforts are appreciated, which will keep them engaged and motivated to continue to recommend you. The thank you could be in the form of a gift, gift card, phone call or hand written thank you card. What ever it is you decide though…I feel the more customized it is to the person that recommended you, the more powerful it will be.
Watch a video on why saying thank you to your sphere of influence when they send your referrals is so important
7. You don’t actively engage in networking activities.
Are you engaging in online and offline social networks?
You could be using facebook to get more referrals from your sphere but also other real estate agents from around the world. Are you using twitter to do this?
Using online social networks is a great opportunity to introduce people to each other also. ( see #4)
Look at some local business networking opportunities and groups like Kiwanis, Lions Club and Rotary. But also look to join some groups that revolve around your passions and hobbies. Look at Meetup.com to find these groups.
Also look for Facebook pages to engage with and read and comment on blogs. Build relationships and meet more people. The more people you know…the more opportunity you have to earn referrals.
Watch a video on increasing referrals with your real estate sphere of influence with networking
8. You haven’t read Stop Contacting, Start Connecting
I have been working with real estate agents for awhile on growing a more solid referral based real estate business. I put some of my ideas, thoughts and information into an eBook.
Download the FREE eBOOK STOP Contacting, START Connecting
A 52 page eBook full of value to help you build the sphere of influence business you desire so you can live the life you deserve.
“Since taking Darin’s class I got refocused and reconnected to my real estate sphere. In the last 40 days I have made $53,000. Just took two new listings and I’m having fun again in the real estate business.” – Kris Cantrell