Realtors: Why use Referral Marketing
17 August 2018
Real Estate Agents, chances are you have come across dozens of books, seminars and training programs on how to set and achieve goals. So you have probably heard something like this:
You must visualize the experience of having achieved your goal. Imagine the good feelings associated with that achievement. Get excited. The more clearly you can “see” yourself crossing the finish line, the more likely you are to do so.
This is, perhaps, the most common advice given in the field of goal setting.
But is this true?
The answer might surprise you. It’s not.
In a study conducted at the University of California, a group of students were asked to spend a few moments each day visualizing themselves getting a high grade on an exam. A second group of students were asked to simply study as they usually would. The results were astonishing. The second group got the higher grades!
In another experiment that took place in New York University, graduates were asked to record how many times they fantasised about getting their dream job after college. The results once again were astonishing, the students that frequently fantasised about getting their dream job received in fact fewer job offers, and ended up with significantly smaller salaries.
In 59 Seconds: Think A Little, Change a Lot, author Richard Wiseman admits that researchers are not sure. But one thing is certain: “…fantasizing about your perfect world may make you feel better, but it is unlikely to help you transform your dreams into reality.”
So what does work?
Do not just visualize the goal. Instead, visualize the steps required to achieve the goal.
Realtors, say you want to set up 15 new referral sources this year. Do not just imagine the happy feelings associated with having those 15 names in your database.
Instead, visualize and act on the following:
• Write down your A List referral sources.
• Contact your A List at least once per month and offer them something of value. Do not simply call them up asking them for referrals, they will sooner or later stop answering your calls. A simple and efficient way to contact them is The Referral Marketing System, which offers valuable interesting content to your clients.
• Call two names on that list each week and have a genuine conversation with them.
The research says that if you imagine the good feelings associated along with taking the steps toward achieving a goal, you are much more likely to succeed.
Takeaway point: When you set-up a goal visualize doing the steps, not just achieving the goal.
Morris Real Estate Marketing Group offers The Referral Marketing System which includes: direct mail, email newsletters, website, and the best real estate CRM that will help you manage your entire real estate business.
Contact us today to find out more and get the first month free.