As you grow your real estate business, you should find yourself working more and more from referrals. Are you setting yourself up for success? - Kim
Know Where Your Next Lead is Coming From
Word of mouth versus working by referral
by Brian Buffini
While the summer months may be heating up, we are in a real estate market that has witnessed a significant cooling-down period. With longer listings, rising rates and an increasing inventory, we are now seeing what a normal market looks like. This is a cyclical business. Never static, market fluctuations can be expected as a matter of course.
You cannot afford to stand still and wait for business to show up at your door. This is no time to rely on word of mouth; it’s high time to get engaged with actively building your business—by referral.
Word of mouth versus working by referral may not sound like a choice between two extremes, but there is a vast difference between the two.
Word of Mouth
A word-of-mouth business is about waiting. You sit in your office hoping that the work you have done will speak for itself and people will naturally refer you to others. Now, while the work may speak for itself, the likelihood of people automatically referring you is very slim. Remember this: people do not lie awake at night worrying about how your business is going. This simply does not happen. Just as you don’t have time to worry about how all those you know are doing in their businesses, they too are busy with their own concerns and must be reminded that you appreciate their referrals.
Word of mouth is an unstructured way to do business. It lacks control in that you don’t know what a client is going to say about you—whether it’s positive or negative. For instance, a transaction goes awry for reasons you could not control. Clients know when you are doing your best and when you aren’t; they know when things cannot be controlled and when they can. Working by referral requires that you consistently perform at your best; if you don’t provide excellent service, you won’t be someone they can put their name to, and the word-of-mouth advertising you get might not be so positive.
Being passive with your business means you are not actively searching for clients. Relying on friends and family to send random referrals your way is a very unsteady foundation for your business. Everyone wishes that leads would come rolling in with minimal effort, but to build a thriving business, you need to get out there and get face-to-face with people. This is where working by referral stands out.
Working by Referral
Working by referral is the best way to generate a steady stream of high-quality clients. Keeping your name at the forefront of your clients’ minds and being associated with exceptional service is what it means to work by referral. It is a philosophy of exceeding client expectations and literally becoming their Realtor for life. It truly is the noblest way to do business—client trust based on your character and competence. When reminded, clients will sell you better than you could sell yourself, especially during the transaction. However, if they don’t know you would like them to refer others to you, it probably won’t dawn on them to do so.
You must be proactive about telling them you work by referral, not once, not twice, but repeatedly. So long as you do a great job, staying in contact with a systematic Client Appreciation Program can guarantee your working-by-referral business. Implementing systems in your business puts you in a stronger position to succeed. It’s why our clients see the incredible results they do—far above the national average.
There is a clear difference between random, passive referrals and proactive, intentional lead generation:
Word of mouth = waiting
Working by referral = finding
Word of mouth = passive
Working by referral = proactive
Word of mouth = fearful
Working by referral = certainty
Word of mouth = inconsistent
Working by referral = predictable
Everybody hopes to get referrals, but unless you have proactive systems in place, you’ve got a word-of-mouth business—not a working by referral business. The great strength in working by referral is the peace of mind in knowing you can rely on a steady stream of leads—regardless of what the market is doing. It’s up to you; passively wait for word-of-mouth clients or proactively build business by referral. RE
Brian Buffini is the founder and chairman of Buffini & Company. For more information, visit http://www.buffiniandcompany.com/.
