| Referrals are the best business leads, because they | | | | useful to the people who do receive it. Encourage |
| come from other people who value your services. | | | | people to keep your business card on hand by putting |
| You may be an effective marketer and tireless self | | | | something handy on the back, like a golf score card, or |
| promoter, but you'll never be as effective as an | | | | a tip chart for restaurant workers. Past clients will |
| ordinary person talking to friends or family. Real estate | | | | keep your card because they enjoyed your services, |
| agents who understand the magic of a referral can | | | | but it might take the added gimmick to get it shown |
| generate a lot of extra business, and avoid unreliable | | | | around - try a few different ones and see which |
| marketing marketing methods like cold calling and email | | | | works best. |
| campaigns. | | | | Referrals can also come from the people you talk to |
| The first step in generating more referrals is making | | | | every day in your business - people like mortgage |
| yourself easy to find - don't make people search hard | | | | consultants, other real estate agents, brokers, and |
| once they find out about you and your services. If you | | | | contractors. You can easily get referrals through these |
| have a website you're on the right track, since most | | | | contacts if you maintain a good relationship, and send |
| people check the web first when entering the real | | | | them the occasional referral back. If people in your |
| estate market. People are going to be looking for you, | | | | industry service network have websites, so much the |
| and typing in your name, so make sure your website | | | | better - initiate link exchanges between your site and |
| comes up quickly in those search engine results. Also | | | | theirs, so their clients can find you, and vice versa. If |
| make sure the website presents your services clearly, | | | | you initiate the exchange, you'll also be in a better |
| so people aren't confused or stalled here. Remember | | | | position to define the relationship and make sure your |
| as well to make yourself easy to find in traditional | | | | site looks as appealing as possible on their site. |
| search venues like the phone book, and real estate | | | | Another great strategy for generating referrals to |
| publications. | | | | offer relocation services. If you advertise that part of |
| Your strategy for generating referrals doesn't have to | | | | your business is helping people get settled, past clients |
| be extremely complicated, but it should cover the | | | | will be more likely to refer you to friends and family |
| basics. One obvious tool that's often overlooked at this | | | | looking for a home in your area. |
| point is a good business card. It's not effective to hand | | | | Once you learn to target referrals over other leads, |
| out cards to everyone you see in a day, but it is | | | | you'll generate more clients with less work, and have |
| worthwhile time to make your card memorable or | | | | more time to focus on the quality of your service. |