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What do people talk about with their friends when they're buying a new car? About new cars! And what do people talk about when they are buying a new house? Right! Houses! And when they talk about houses, are your customers talking about YOU? Your goal as a salesman who likes to work from referral business, is to make the process so easy that every one who works with you will recommend you to their friends. Most salespeople don't live on referrals. WHY NOT? They are either embarrassed to ask for them, or they get so busy with the paperwork of the deal that they FORGET to ask for referrals! · Brakeall's Rule #1: You don't ask. You don't get. · Brakeall's Rule #2. You ask for more. You get more! So how do you ask? Several ways. Pick one! Immediately after you make the sale, you say: "Are any of your friends looking for a new home like you were?" When you call back to update the buyers, or better yet, when you call to say "Your loan is approved!" you say: "I've really enjoyed working with you and would love to work with any of your friends. Who else in your circle is thinking about a new house?" Right after the home closes, call to say congratulations and ask: "Could I ask you for a little feedback on my service?" If they give you a good report, you can do two things.
Keep in touch 3 or 4 times a year, see how they are doing and ask: "By the way, do you happen to know of anyone thinking of making a move or needing to refinance?" They may send you their friends and they will definitely remember you when it's time for them to move up, down-size or move away! |
