We all seen the stickers. Maybe we've even used them ourselves... "
We Love Referrals", "...
Referral Only...", etc. All that is great. And if you read
our previous blog on "Current Client Referrals", you'll see how powerful it is to actually go from a passive referral remainder-type campaign to a purposeful system for asking for and getting referrals. But even after all that, there is a
HUGE source of referrals that are even easier to get that most Realtors leave completely untapped --
"The Business to Business Reciprocal Referral".
My team got 10
Short Sale Listings in 8 months just from one relationship with a
CPA. How many times have you said to a client, "... please check with a
CPA about the consequences of this transaction and how it may or may not affect your tax picture..." or something like that? Now imagine being the trusted advisor in the relationship with that client. The dialogue changes to something like, "
... so John & Jane, while my team is preparing the package for submission to your bank, I want you to have a talk with Paul. He's a world-class CPA and he deals with the intricacies of Short Sale situations all the time. He'll call you guys in the next 48 hours to go over the details." Sound good?
The key here is that, if you do it right, if
YOU are the one who calls your referral partner with the contact information for the lead, if
YOU get the leads permission for your referral partner to call, then
YOU are the connector.
YOU are the one bringing the value. It's not some unseemly
quid pro quo relationship where you each keep track of how many referrals you get from one another. But it absolutely results in
TONS of business from your referral partner. They
WANT to send the business to you because they see the value in it.
Check out the upcoming
FREE class at
Nu Generation Lanes called "
Double Your Business on 30 Days with Reciprocal Referrals" taught by
Don Yoakum. Click
here for free registration:
http://www.eventbrite.com/event/2830599399/REProResource
See ya there!
