We asked author Jennifer Allan to answer questions based on her teaching and experience in the real estate industry. Jennifer is a regular contributor to Realty Times and RE/MAX Times.
Question: "What's the best way to remind my Sphere of Influence to send me referrals?"
JA: I don’t believe it’s necessary to remind anyone to send you referrals, ever. I’ll go as far as to say that it’s unprofessional and damaging to your credibility to do so! If I know someone is great at their job and I know where to find their phone number, I’m happy to send referrals their way; they don’t have to ask me to. In fact, I’d prefer that they not ask me to. When my self-employed friends ask me for referrals, it puts me on the spot and I don’t like that. If they ask twice, I might start to wonder about their level of success, which may make me question their competence.
Continually asking/begging/bribing for business or referrals sends a message that the asker/begger/briber is not as successful as he or she wants to be. And think about it - do you refer to others because you feel sorry for them? Or because they’re great at what they do? Don’t take the chance that your requests will be misinterpreted as being desperate for business!
So, how DO you let your friends know you’d like their referrals? Stay tuned - we’ll answer this next time!
Have a question you would like Jennifer to answer? Email it to info@vaned.com!
Guest Author Jennifer Allan-Hagadorn has authored five books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. The latest release of her book Sell with Soul is available in the VanEd bookstore. You can also visit her online at www.sellwithsoul.com
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