7 Tips for Increasing Your Referral Business

As a Realtor®, referrals can go a long way in helping your business thrive and expanding your client base. Atlanta Realtor®, speaker, certified real estate instructor and managing broker of Compass Atlanta Ennis Antoine shares seven ways you can increase your referral business.

1. Stay in Contact with Your Spheres of Influence

Your spheres of influence are the people who know and trust you, whether that be family, friends, colleagues or—in this case specifically—clients. Antoine recommends Realtors® stay in regular touch with their client database.

“You want to keep dialogue going with them,” he says. He suggests sending holiday wishes and greetings, calling or messaging on birthdays and sending comparative market analyses or other real estate information specific to their communities.

2. Network with Other Professionals

Antoine asks Realtors®, “Are you networking with other professionals outside your own marketplace? Are you attending any conferences?”

“When you go to conferences or real estate events, you can meet people outside of your own market,” he notes. This is important because it helps get your name out there and allows you to learn from and engage with others in the industry.

Antoine recommends sending a handwritten note after you’ve met and networked with other professionals letting them know that it was great to meet them. Be sure to add them to your database as well and consider sending them updates on what’s happening in your market.

3. Use a CRM System

A CRM, or a customer relationship management system, can help you organize and keep track of your client database. Having an efficient way to manage contacts and communication tasks can help you further build relationships with clients.

“If you’re in real estate, the CRM is your lifeline. Without it, you cannot survive,” Antoine shares.

4. Host Client Appreciation Events

Hosting events can allow Realtors® to establish themselves as trusted resources, reconnect with clients and meet new potential clients. Antoine suggests giving attendees some takeaways or swag items and encouraging them to invite their family and friends as well.

5. Offer Incentives

He also recommends partnering with local vendors to provide incentives to clients, such as discounts on moving services, tickets to a sporting event or other experiences.

6. Attend Office Meetings

“In your particular real estate office, make sure you’re attending your office sales meetings,” Antoine says. “Network with your colleagues and let them know that if they need assistance, you’re there to assist them.”

He adds that Realtors® should become experts in their neighborhoods and offer help to any office colleagues looking for more information in their area.

7. Follow Up and Say Thank You

Antoine’s biggest tip for Realtors® looking to increase referrals and manage a successful business?

“Always follow up and always say thank you,” he concludes. “Without that, you’re doomed.”