OWNING YOUR REFERRAL MARKET

OWNING YOUR REFERRAL MARKET

Someone once asked me, how do you get all these people to refer clients to you? I wasn't really sure, because what came naturally to me, I found out, does not come naturally to everyone. After a brain storming session regarding Referral Markets and what makes them, I came up with this:

I just received a referral from a guy I met only once. He contacted me because of my MeetUP Group inquiring about the Reno Market. He is a coordinator of investors who are lending money (Syndication) to Builders who cannot obtain lending otherwise in various markets.  He asked to meet me, so I bought him lunch a month ago and met with him on a Saturday. I’ve had no other contact with him, and he is referring one of his company's investors to me who is potentially moving to the area. What could have been considered a waste of time with a stranger turned into a Referral. 

Referral Markets do not happen over night, unless you are and have always been a nurturing person. Being the kind of person who is always thinking, "how you can help others"... and then helping the RIGHT people is how referrals are born.

Like a plant, or any other living thing, you have to plant the seed, but it's the watering and feeding it that allows it to grow into something.  Planting the Seed alone may or may not be enough. If you water the area where you planted the seed on a regular basis, the seed will blossom into a wonderful plant.  Taking careful consideration into how often that particular plant needs water is key. If you water too much, it dies. If you water too little it dies.

Now that I’ve had a few referrals given to me, and listening to audios, reading books, I've come up with a few ideas to share.

1. THIS IS ABOUT YOU!. It’s great whatever you have your staff doing for you, but the referral business is a personal thing where people want to help YOU because you help THEM.  When you help them, you are not expecting anything in return. You give selflessly with no expectations. Intrinsically, people want to “return the favor”. 
2.  WRITE DOWN YOUR “WHO DO YOU KNOW”. During a 6 week long training session, there was homework assigned given asking us to look through our databases (and/or yellow pages) for businesses you think you could partner with. Partner in such a way that you refer business to them, and, they, in turn, reciprocate with a referral.  You write down the business name, number and contact person on a 3x5 card and file them according to Profession in Alphabetical Order (ie. Automotive, Barista, Caterer, Doctor, etc.) There was a guy taking the class who so cleverly decided to assign this task to his assistant, because, he was too busy.   You need to do it yourself. 3X5 Cards are not completely necessary, as long as you have a database where you can place these individuals in a systematic format. Just go to your database and scroll through all the Businesses you have. Everyone has a Barber/Hairdresser, Auto Mechanic, Barista in every industry for your circle of influence, right? WRITE DOWN A LIST OF 50-100 who you know. Next to their names, write down how you can HELP THEM.  What can you do to improve THEIR lives?  Think of this without any thought of how they can help you. (FYI: Not only does this help you with your referral business from outside, but it will help with team building and the “referral market” from within your team. Builds people's confidence and trust in you.)
3. MAKE THIS YOUR ONE THING FOR THE NEXT THREE MONTHS. Continue doing what you do in your business that has made you successful thus far, however, now your mind needs to focus on your next ONE THING.  This is going to go against everything you believe, but this must be your ONE THING you DON’T TRACK.  The minute you start tracking it, it becomes non-genuine. Tracking your “good deeds” make you conscious of the things you are doing and cheapen the act. You will not be able to get away with giving without expecting because you are not that good of an actor. Nobody is.
4. TANGIBLE & THOUGHTFUL. When you make a valuable tangible offering, it makes a bigger psychological influence. It must be special and different.  It must make someone say, “Wow!” Think beyond the norm. Make it personal to them.
5. PRACTICE, PRACTICE, PRACTICE. The more you practice this, the easier it will become. Less thought is required eventually, and you JUST DO IT without thinking…. not even realizing. 

I truly think you (and your team) can become great at whatever they put their minds to. There has to be a conscious effort toward self-improvement, education, and growth in the area. Anyone can learn anything as long as they want it badly enough. DO YOU WANT THIS BADLY ENOUGH?

-Ginger Marphis, Realtor

Keller Williams Group One, Inc.

www.RenoHouseFinder.com