Q: “Denise, I am going to be sending a customized property report to all my past clients in December and January followed up by a phone call. I am wondering how you suggest I ask for referrals on that phone call?”
A: I DON’T recommend asking for referrals – ever! If you do an amazing job for someone, you never need to ask because they will give them.
Can you imagine what that call looks like with a referral ask?
“Hi Katie, it’s Denise. I hope you got the report. Did you see that median sales prices in your area grew 5% last year? Do you have any questions? How is little Billy? And Julie? That is great. Hey, I just wanted to remind you that I am always looking for referrals, so if you know anyone…”
That is CRINGE-WORTHY!
Instead, send the property report and follow up with a phone call. That is GREAT SERVICE! Great service will result in more referrals than asking for referrals in my experience.
If you happen to get a referral, thank the referrer by sending a handwritten card with a $20 Starbucks gift card or something like that. It doesn’t have to be much, but if you show your gratitude, that trains the puppy to send you more referrals! This goes for past clients as well as professional referrals (like from a lender or title company).