Too often real estate agents get a referral from a client, friend, colleague or fellow agent and don’t take the time to stop and thank them properly for sending the business. You can’t take referrals for granted.
A little gratitude goes a long way in this world. When you receive a referral, immediately let your client, friend or colleague know that you appreciate their consideration and trust. Assure them that not only are you grateful for the lead, but also that you will do everything in your power to take incredible care of that referral and deliver the highest level of service and professionalism.
Here How to Recognize Your Referral Clients:
1. Send a nice card in the mail. A Communications Research Survey found that 73% of consumers actually prefer mail over other methods of communication. People love receiving mail and because more and more businesses have stopped sending mail, this is a great way for you to stand out from your competition in the crowded real estate landscape.
2. Personalize the card. In the same research study it was revealed that one of the major reasons people like receiving mail is because, as 70% of respondents said, mail is more personal than the internet. So add a personalized handwritten message, your referral clients will appreciate the time you took to write and send them the card along with the message.
3. Along with the card, add in a small gift of appreciation. It can be a gift card to a great restaurant in your area, an amazing floral arrangement or something more personalized if you know the referring person well. Be creative and memorable and most of all genuine in your appreciation.
4. Offer referrals in return when you can. Learn about your clients’ businesses. Then, when appropriate, send a referral their way. Do you know a trusted person in the trades, insurance, or someone whose services your clients would be able to benefit from? Feature them and their service on your newsletter. Make it a standard practice throughout your career and life to send referrals and rotate businesses that your clients could benefit from in your own direct mail newsletter. You will be surprised with the positive snowball effect it will have in your own career and ability to secure more repeat and referral business.
Take away Point: Thank You cards are a common courtesy even though they have become less and less common these days. When you want to stand out as a professional, as a well-mannered adult, as a business person, and as someone who truly understands the value of each and every lead and client that comes your way, go the extra mile. Recognize the people who help you get to where you’re going. A Thank You never goes out of style!