A Review of “Work by Referral - Live the Good Life” by Brian Buffini and Joe Niego
Each month in the Joe Galindo Coaching Book Club, our clients read a book meant to encourage them in business and in life. We recently read a book that put into a concise package key components of our coaching strategy.
Referrals are foundational to most businesses, but none more so than real estate. If we don’t know people, we don’t have anyone to sell homes to. And if no one knows we sell real estate, they won’t pass the word along to their family and friends (“Secret Agents” aren’t good Realtors!).
Here are some key points from the book, “Work By Referral – Live The Good Life”:
It isn’t enough to simply meet our client’s expectations, we must exceed them. To meet expectations means we did the job we were hired to do, nothing more and nothing less. However, if the goal is to do such a good job that our clients refer us to their friends and family, we must do better than expected. This is a fundamental principle in the work-by-referral method.
“It’s a closing gift, not a farewell gift.” All too often, the last thing a buyer or seller receives from their agent is a closing gift. Now, closing gifts are important and you should give them, just don’t let it be the last thing they ever receive from you.
Your database is not a mailing list, it is a list of relationships. Translation: the people on your list must know who you are!
There is a direct correlation between the quality of our leads and the source of the lead. Leads that are referred are more enjoyable, more cooperative and more profitable.
Know the difference between an item of value and a mailer. Items of value remind our customers who we are, what we do, and why they should work with us.
Accountability is the glue that holds it all together (that’s where Joe Galindo Coaching steps in!).
In a nutshell, make sure the people on your database would know who you are if you pick up the phone and call them. And call them once in a while, just to say hello.
For more information about coaching, call Coach Joe to schedule a complimentary coaching consultation. It might be the glue you need to hold it all together!
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