Today on The Epic Agent Success Podcast, hosts Jerry and Jacobe are talking about the ‘mighty and powerful referral’: How do you get referrals? Where do they come from? How can you be sure that you are establishing relationships that are going to bring in referrals? They will address the pros and cons as well as strategy Tune in for all that you need to know!
Episode Highlights:
- Jacobe says Jerry is the referral king. Jerry agrees that he loves referrals and he talks about how he started with that as his only business strategy.
- Why is a referral so great?
- Jerry talks about how he came from a background of selling hydraulic valves and cylinders and then sold services in heating and cooling. He learned many different sales models and when he carried that over to real estate it did not equate.
- Jacobe talks about how he has worked with a lot of relocation clients. He shares the questions that he always asks them. Many times rapport is brought up over other concrete reasons.
- Jerry breaks down four types of referral and how they work. Jacobe adds a few types that he sees and has experienced.
- What is the success based model?
- What are the challenges of some referrals over others? Jerry says he wants his clients to know his name and be able to use his skills as well.
- How do you ensure that trust is transferred? Jacobe talks about how that is different for each referral source.
- Whatever community you are in, participating keeps you connected. Jerry shares his personal experiences where he has been involved and then establishes relationships. He doesn’t go in and sell. He gets to know people.
- Jacobe asks Jerry to talk about how he really brings people in when he is involved in his kids' school and sports as well as at church.
- HomeBot is a tool Jerry uses to give sellers value. It is information that they want to see.
- People need to know their options and what they can actually do. Think about how you can inform them and bring the value that they are looking for.
- What about marketing companies and Social Media?
- Jacobe looks at YouTube as a referral partner. He shares how he is using the platform and how he has clients who have already trusted him because of the familiarity through viewing his videos.
- There is a lot of power with video in making a presence, building a trust, and providing conversation pieces.
- “Referral is rapport, trust, and relationship”, says Jacobe.
- Jerry reminds about the use of Facebook lives that doesn’t take resources or extensive time.
- Treat your referrals partners better. Jerry and Jacobe have suggestions and why it is important.
3 Key Points:
- Jerry said the most valuable thing about a referral to him is the trust is already established and that process is shorter.
- Jerry and Jacobe break down the types of referrals and how they work as well as examples of each.
- Being involved in the community and striking up easy conversations leads to stories coming out and then they see you on Social Media as well and they know what you do.
Resources Mentioned:
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