17 August 2018
How do you increase the number of real estate referrals you get from your past clients?
One of the most effective ways is to sponsor a sports team, arts camp, competition or other kid’s event.
Here’s how it works:
- Ask your best past clients which type of activities their kids participate in regularly. Activities could include a baseball team, drama club, riding camp, band, fun run, etc. (There are probably dozens of such events or programs in your community.)
- Pick two or three activities that are the most popular amongst your clients.
- Contact the people who organize these events and ask about sponsorship opportunities.
- Pick one event and be the sponsor.
Let’s say you decide to sponsor a baseball team. The benefits of sponsorship extend well beyond just getting your name printed on the back of the jerseys.
As a sponsor, you’re building loyalty among those clients whose kids participate in the activity. You’ll be generating more real estate referrals, too. Imagine the impact of a client sitting in the stands saying to the parent next to her, “the sponsor of our team is my real estate agent!” News of a helpful professional travels quickly among groups.
And here’s an idea: At the end of the season, organize a party for the kids — and get those kids to invite their friends along too. (Those friends will, of course, bring their parents.)
Finally, be sure to send a team picture to everyone in your Referral & Repeat Marketing database.
Takeaway point: Sponsoring a kid’s event once a year will not only build loyalty among your past clients, but will also present you as the kind of REALTOR® that dozens of people will want to use.