I attended a webinar yesterday by Joe Stumpf, “ByRefferalsOnly”.
The basic premise of his 3 hour webinar is that you need to maintain contact with your client base and to be introduced to their sphere of influence. Yeah, we all know that …. but we are taught to ask for “referrals” and not asked to be “introduced”. There is a difference. How? More personal and actually has your client engaged. Stumpf gave a script I would like to share with you. Just give me a call.
A lot of his session also explains it’s such more cost effective building a (for lack of a better word) referral business than throwing dollars primarily on lead generation and print ads. Though needed, not a good way to actually plan and harvest concrete leads. A client who really likes you and trusts you will be happy to help your business and introduce you to their friend, family, or neighbors who they think need your help. It makes them feel good – then you thank them.
One HUGE revelation was to ask for introductions early on in the relationship – right when you start working with your buyer and seller. We always think to ask AFTER the closing, but all their talk to others is early on. Makes sense – asking while the iron is hot and it is foremost in their mind.
This was a web-fo-mercial, but did have a lot of great useful tidbits of information – free – but it was to have you purchase his complete session. It may be worth it, you’d have to check it out yourself. However, it did give me food for thought and some great suggestions for reading. I will expound on those later.