At the end of the day, real estate is a people business more than anything else. And that means professionalism is a must. In this episode of the Million Dollar Playbook, Sharran highlights the habits that lead you to career amplifying referrals. Whether you’re someone who struggles to generate referrals or someone who just wants to take their referral game to the highest level, this is an episode you don’t want to miss.
3 Key Points
- More than anything else, the impression you leave on your client is what they will remember you for.
- Following up is how you can nurture the initial impression you give.
- Always be grateful – remember to say “thank you” to people.
Show Notes
- 01:34 – What shocks Peter and Sharran is the time they spend trying to get new leads
- 02:26 – The world is very different today that it was 20 years ago, and it’s amazing how much time realty professionals spend to generate new leads
- 04:09 – There are 2 things that will create an amazing infrastructure of “referability”
- 04:17 – Creating an impression during the time you’re engaging with the client
- 04:41 – How you follow up and nurture that impression and experience
- 06:46 – Always ask WHY a person recommends someone
- 07:07 – The first answer is always what impression the person left
- 08:08 – What is the emotion that you want to create?
- 08:37 – #1 Habit – Showing up on time
- 09:55 – “If you’re not early, you’re late!”
- 10:51 – #2 Habit – Do what you say
- 12:01 – Summarize what you say what you’re going to do
- 13:38 – A way to reiterate to the client that you’ve done what you said you will is through weekly updates
- 14:49 – Make a commitment
- 15:05 – #3 Habit – Finish what you start
- 16:03 – Renegotiate your deadline if you can’t hit it
- 16:38 – #4 Habit – Be hyper responsive
- 17:43 – Respond the way rapidly and over communicate
- 19:14 – Sharran loves it when agents lay out to clients how responsive they will be
- 21:41 – #5 Habit – Break down your process for your clients
- 22:55 – The only way your client knows your steps is if you walk them through it
- 24:49 – It’s your job to navigate your clients through your process
- 26:48 – Ask for a testimonial
- 27:49 – #6 Habit – Say “please” and “thank you”
- 31:29 – Make these 6 habits part of your personal and team standards
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Show Notes provided by Mallard Creatives