{"id":3650,"date":"2022-11-10T13:53:10","date_gmt":"2022-11-10T13:53:10","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2022\/11\/10\/5-ways-to-boost-your-real-estate-repeat-and-referral-business\/"},"modified":"2025-03-13T02:47:56","modified_gmt":"2025-03-13T02:47:56","slug":"5-ways-to-boost-your-real-estate-repeat-and-referral-business","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2022\/11\/10\/5-ways-to-boost-your-real-estate-repeat-and-referral-business\/","title":{"rendered":"5 Ways to boost your real estate repeat and referral business"},"content":{"rendered":"\n

This time of year is like the Superbowl for creating and deepening connections, especially if you’re an agent focused on generating referral business<\/a>. <\/p>\n\n\n\n

In just a few short weeks, families, friends, and colleagues will gather for the holidays. They\u2019ll reflect on the year and share their plans with one another.<\/p>\n\n\n\n

Real estate is often discussed since the average home buyer or seller will relocate<\/a> due to lifestyle changes, a new personal or professional need, growth changes (for example, downsizing because the house is too big or moving up when the family grows too large.) The trick as a real estate agent is to be top-of-mind when this topic arises!<\/p>\n\n\n\n

A referral business is essentially word-of-mouth advertising, which means that your service or offer is a part of someone\u2019s discussion and it\u2019s not a line item on the balance sheet. Exciting, right?<\/p>\n\n\n\n

So, how do you become the topic of conversation at this year\u2019s dinner table? Let\u2019s explore.<\/p>\n\n\n\n

Have a FORD conversation<\/h3>\n\n\n\n

In order to serve customers, you must know what’s happening in their lives. Even if their goals aren\u2019t achievable today, you should be a resource to help get them on the path. To know any of this, you must call them and have a FORD conversation<\/a> \u2014 one that covers Family, Occupation, Recreation, and Dreams<\/strong>.\u00a0<\/p>\n\n\n\n

All the nuggets that arise should be entered into your CRM for future follow up in January.<\/p>\n\n\n\n

Events and ice breaking<\/h3>\n\n\n\n

We\u2019re all out of practice with in-person events, but the good news is that you are the subject matter expert with all things real estate.  So, be yourself, know your market numbers<\/a> and have an answer to \u201chow\u2019s the market\u201d that is succinct and delivered in your brand voice. People work with agents they know, like and trust. <\/p>\n\n\n\n

The first step is to start a natural conversation that makes the person you\u2019re speaking to feel more at ease.<\/p>\n\n\n\n

Host an annual event or send a gift<\/h3>\n\n\n\n

This time of year is perfect for implementing the \u201cPop, Pop, Bang method\u201d from the book, “Marketing That Moves People<\/a>: Pop – Give, Pop – Connect, Bang – Invite.” <\/p>\n\n\n\n

Create an event, gift, letter, etc., that you consistently do or give every year. When the real estate conversations start up at the dinner table, has your customer had an experience with you that\u2019s worth sharing? <\/p>\n\n\n\n

\u201cOh, my agent is so amazing. She sends me a local puzzle every year, and we do it as a family. She knows I love puzzling,\u201d or \u201cWe just attended our agent\u2019s annual wreath-making party  \u2013 it\u2019s such a fun activity!\u201d<\/p>\n\n\n\n

Timing<\/h3>\n\n\n\n

Actions of today will yield the best result in 90 days. Ideally, “Pop, Pop, Bang” and your FORD calls should be rolled out in September every year. If you haven\u2019t started, then call the people who you know well today, and go from there. And, if you\u2019re business planning right now, plan to get your head around this for next year no later than August.<\/p>\n\n\n\n

Speak to your experience locally<\/h3>\n\n\n\n

A confident, truthful, researched and poised answer to what is happening in your local market<\/a> is imperative right now. <\/p>\n\n\n\n

In today\u2019s turbulent and exciting market for buyers, it\u2019s very important that you interrupt the broad brush of national knowledge and speak to what you are experiencing in your own business. You live and breathe this business. Your experience in the market and ability to strategize on an individual level is invaluable. A confident customer buys and sells. This holiday season, give them the gift of that confidence.<\/p>\n\n\n\n

The most important thing we can all offer our community is a truthful view of the current market and by extension, a clear strategy that is in the best interest of our clients. <\/p>\n\n\n\n

However you decide to connect with your sphere this year, remember your greatest opportunity is to become their agent for life. Thinking broader than the next deal closed will benefit you in spades. Mark my words.<\/p>\n\n\n\n

Shelley Zavitz<\/a> is an agent with Dwell Realty<\/strong> and an author and trainer in Portland, Oregon.<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

A referral business is word-of-mouth advertising, which means that your service or offer is a part of someone\u2019s discussion. Here’s how to become a topic of conversation at this year\u2019s dinner table.<\/p>\n","protected":false},"author":15802,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[2610],"class_list":["post-3650","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\n5 Ways to boost your real estate repeat and referral business - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"A referral business is word-of-mouth advertising. 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