Real Estate Referral Marketing Ideas
Real estate transactions between consumers and professionals are built primarily on trust. Trust can be a very difficult point to reach with a stranger, thus many real estate professionals focus on marketing to a solid referral base in order to build their book of business. Knowing how to market to qualified referral sources can be a great way for real estate agents to boost their income.
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Past Clients
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One of the greatest sources of business building comes from past clients. Real estate professionals should focus on the clients who had the best experience with them and market to them regularly.
Marketing to past clients is as simple as sending things like birthday cards, anniversary cards, small holiday cards and gifts. It doesn't have to be extravagant or expensive, but something that keeps your name in the forefront of your clients' minds. Always include a business card with anything you send to prior clients and always remember to ask for the referral when you send something. Simple phrasing such as, "I'm never too busy for your referrals" or "The highest compliment I can receive is a referral to your friends and family" is sufficient.
Local Builders
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A great resource for real estate professionals to pick up listings, and even a new buyer, is to visit local builders.
When most consumers are visiting builders, moving is on their minds. In many of those cases, those consumers have a home to sell. Marketing to builder sales counselors in order to assist their customers with the sale of their current home when building with them is a great way to build up a solid, loyal referral base.
To market most successfully to builder sales counselors is to both bring them your current clients and visit the counselors regularly, even if it's just to bring them a soda or a box of cookies. People do business with people they know. It's important to know the sales counselors and to find those you can work with most effectively.
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Financial Planners
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A great resource for an agent to farm referrals is by using a network of financial planners. Most consumers who utilize the services of a financial planner are qualified and responsible buyers and sellers, making them great clients.
In order to market to financial planners, visit them with business cards and marketing material relevant to their client base. For instance, sending financial planners information on how their customers can contact you for information on tax appraisals or current market value is most effective.
Over and above this, nothing speaks louder to your referral network than referring business to them. Talk to your clients about the benefits of using a financial planner and begin referring to them. This will net referrals in return.
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References
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