Employee Referrals - Motivating Employees So They Produce More And Higher Quality Referrals
Fundamentals in Real Estate Series Part 6 Generating Referrals
-
Upload
remax -
Category
Real Estate
-
view
213 -
download
0
description
Transcript of Fundamentals in Real Estate Series Part 6 Generating Referrals
Fundamentals in Real Estate Series
Part 6
Generating Referrals
Pranav PandyaFranchise Development ManagerRE/MAX Mumbai Gujarat Maharashtra
RE/MAX Mumbai Gujarat Maharashtra
RECAP
• Part 1 - Getting Started
• Part 2 - Marketing
• Part 3 - Prospecting
• Part 4 – Working with Sellers
• Part 5 – Working with Buyers
RE/MAX Mumbai Gujarat Maharashtra
Today’s Agenda
• Past clients• Client parties• Keeping your customers• Client follow-up• International referrals• Networking during conventions
Past Clients
RE/MAX Mumbai Gujarat Maharashtra
• Thank the client
• Ask for referrals
• Ask for a letter of reference • Pick it up the next day• Use as part of your listing or buyer presentation
RE/MAX Mumbai Gujarat Maharashtra
RE/MAX Mumbai Gujarat Maharashtra
• Client Feedback
• For services, a customer’s expectations are:• Reliability and integrity• Tangibles • Responsiveness • Assurance • Empathy
Client Parties
RE/MAX Mumbai Gujarat Maharashtra
• Family Lunch / Dinner• Picnics• Movie matinees• New Year parties• Dance/ Play/ Concerts / Events
Keeping your Customers
RE/MAX Mumbai Gujarat Maharashtra
Why You Lose Customers?
3%5%
9%
14%
69%
Reasons Customers Move
Move Away Or Pass Away 3%
Friends Refer them else 5%
Cometitiors Provide them better Offer 9%
Didn’t like your service 14%
Indifference to them 69%
RE/MAX Mumbai Gujarat Maharashtra
• Post Purchase Evaluation
• It is absolutely critical for you to deliver quality service consistently with customer expectations.
• They will not refer you otherwise.
RE/MAX Mumbai Gujarat Maharashtra
Factors that can help the perception of Associates
• Personality
• Length of the Transaction Time
• Buying Versus Selling
• Market Conditions
• Post Purchase Experience
Client Follow-up
RE/MAX Mumbai Gujarat Maharashtra
Reasons to Call:• Just to say ‘Hi’
• Anniversary of purchase
• Birthdays
• Market update
• Follow up on mailer
• Have buyers in that area
• Asking for testimonials
• Invitation for lunch/client appreciation party
• Follow up report
• Show your achievements
RE/MAX Mumbai Gujarat Maharashtra
• Contacting Past Clients
• Creating “A” List Clients
International Referrals
RE/MAX Mumbai Gujarat Maharashtra
• Business cards
• Online
• RE/MAX
• Email and/or Postcard Campaigns
• Media promotion
• Share a video with your clients
Networking during
conventions
RE/MAX Mumbai Gujarat Maharashtra
• Working Conventions - The key word is work.
• Goal
• Plan
• Business Cards
• Promotional material
• Digital Camera
• System for Meeting Sales Associates
• During the Convention
• After the Convention
Thank You