Ten Tips to Being a Good Refer-ee (one who receives referrals from other real estate agents)

I’ve been doing a lot of referring these days. Both of my own leads to other Denver-area agents, and also coordinating agent-to-agent referrals around the country (see below if you wanna play, too!).  

I’m seeing some distinct differences in how my referrals are handled by the refer-ee, and I tell ya, the ones who handle them better are far more likely to see more from me than those who don’t!

Remember that the referring agent probably has some concerns about you. He’s worried that you’ll forget you owe him a referral fee. That you’ll make him look bad by treating the client poorly. That you’ll drop the ball with the client and cost the refer-er his referral fee. That you’ll resent paying the referral fee when all is said and done. Stuff like that. Reasonable? Maybe not, but I promise you, it’s going thru his head.

So, if you’d like to ensure that your first referral from an agent isn’t your last – here are some tips…

1. Be appreciative! I mean, sincerely, enthusiastically, over-the-top appreciative. As if this referral is the most generous thing anyone’s ever done for you.
2. On the other hand, if you aren’t the right (wo)man for the job, disclose that upfront, and offer the name of someone who is. Your helpfulness will be remembered.
3. Contact the client right away – duh!
4. LET THE REFER-ER KNOW YOU CONTACTED THE CLIENT (right away) and share all the juicy details of the conversation (within proper privacy limits, of course).
5. Tell the refer-er how much you enjoyed talking with the client and thank him or her again for the referral.
6. Keep the refer-er updated on your activities with the client. Let him know when your listing appointment is scheduled or your first showing takes place. As you make progress toward the closing table, let the refer-er know. Be sure to contact the refer-er as soon as the transaction closes.
7. DO NOT complain about the client or imply in any way that you’re working harder than you usually do for her (which might be interpreted as the beginnings of referral-fee-resentment).
8. If it turns out the the client isn’t ready to buy or sell right now, don’t fuss about wasting your time and stay in touch with her, and the refer-ee.
9. Sign and return the referral agreement immediately. No excuses.
10. And of course, knock yourself out impressing the sox off this referred client. Not only will this bring you future business and referrals from the client, but also from the refer-er.

Speaking of referrals, I just fired up my SWS Referral Network, which is an agent-to-agent referral resource for those who have
bought into the Sell with Soul philosophies. It’s been live for a few weeks now and we’ve already placed a dozen or so referrals.

Want to learn more? Visit http://www.sellwithsoul.com/sws-referral-network.html

 

Guest Author Jennifer Allan-Hagedorn has authored seven books and multiple courses designed to teach agents her Sell with Soul philosophy that centers on four interrelated principles: Respect, Competence, Confidence and Enthusiasm. You can also visit her online at www.sellwithsoul.com or attend one of her free teleseminars on a variety of topics of interest to the real estate community.