Four Ways to Get Referrals From Your Sphere

Four Ways to Get Referrals From Your Sphere

 

Do you want more referrals from your sphere?  The people who know, like, and trust you can be your best sources of business.  All you need to do is consistently stay in front of them.

Unfortunately, many agents fail to stay in touch with their sphere on a regular basis.  Research has shown you need to reach out at least once every 90 days to maintain the quality of the relationship.  Any less than that, and the relationship begins to deteriorate.

Here are four ways to stay in touch with your sphere and generate referrals.

Pop-Bys

Visiting a past client or friend is a powerful way to show you care about the relationship.  Since pop-bys can be time consuming, they are best reserved for the people who refer to you the most. You can do them around birthdays, anniversaries, holidays, or just because.

Start by calling ahead to ask if there’s a good time for you to visit and bring them something.  Buy a small gift that’s appropriate to the occasion or season.  Show up at the appointed time with the gift and spend a few minutes catching up.

Calls

Picking up the phone is still the best way to maintain relationships with your sphere.  At the start of every week, make a list of the people you’d like to call.  Then, set aside a block of time every day to pick up the phone and reach out to your contacts.

If you’re not sure what to say on the calls, use the FORD method.  That means asking about family, occupation, recreation, and dreams.

Market Reports

Sending market reports to your sphere via email or snail mail is a time-efficient way to both stay in touch and show your expertise.  The best way to do it is to include your personal commentary on the numbers and what they mean.

If you are emailing the reports, try experimenting with video.  Services like BombBomb make it easy and video allows you to show your personality.

Client Parties

Agents who hold client parties say they are one of the best sources of referrals from their spheres.  Despite the name, you can include friends, family, and neighbors in addition to past clients.  The parties can be held at any time of year and be simple or extravagant.

Be sure to start with a budget.  The who, what, where, and when of client parties are often determined by how much money you can spend.

 

P.S. – If you don’t already have a CRM, consider investing in one.  It will help you keep track of who you have or have not spoken with in the last 90 days.