Two tools to get more referrals: a trifold card clients fill out with four referral names, handed over at signing, closing, and two other points. And a three-question survey after each deal, with a $10 Starbucks card attached to boost response rates.
Questions this video answers
A $10 Starbucks gift card.
A 1–10 scale.
Four names.
Four times (at signing/when they agree to do business, when under contract, at closing, and at the 30-day follow-up).
Foreign. I want to give you a free gift here. It's meant to help jumpstart your progress in one of these pillars. So if you look at the pillar of referral business, I want to give you a couple tools and there's a link here on the page to the referral business builder is the free gift. So two things here. One is a referral card. Give this referral card to your graphics graphics person and just tell them just to recreate it. Right. So I had an experience with a Cutco salesperson. I'll never forget this experience. And this is where I told my graphics guy to recreate to create a brochure that asked for referrals. This Cutco person had to be 22 years old. She sells us $650 of Cutco knives we did not need. But she was referred to us by a friend, quote, unquote referred. No one really refers these Cutco salespeople. At the end of her sales presentation, as she was collecting her credit card information, she took a plain notebook piece of paper and drew the numbers 1 to 10, then drew a line and then said 11 through 20. Turned the piece of paper around and pushed it toward me and said, so we're having a contest. If I can get more than 10 referrals from you tonight, I will win a trip to whatever Mexico. And she basically mentioned the same way that she got to us. And now we're buying these great knives. We'll give that gift to somebody else. I didn't give her any referrals. I took that piece of paper though, and, and I made it a point with my team and I created these cards, recreate these cards. Basically, we're growing our business and we need your help. Do you know someone who needs our help buying or selling a home? Special dialogue, tech tracking, phone number, and a special website for our raving fan club. Yes, I know you can help these folks buy or sell a home. The person that's referring their name, their phone number, their email, so we can reward them. And then here's a few folks who'd like to hear from you. Name, phone, email. If they're a buyer or seller, four names, and these are just trifold heavy card stock. It's your job and everyone on your team to get these in the hands of your buyer and seller clients at the time they agree to do business with you. So they sign a buyer loyalty or a listing agreement at the time they go under contract. They're happy then as well at the time they close, regardless of any issues that might have come up. They're usually happy then and then 30 days after when you're doing a follow up call. So four times you, you need to get these cards in the hands of clients. And as a result of making a habit of that, you should even get trifold brochure holders and print extras of these and put them around the office. Put that on every staff member's desk and every one of your agents desk, including your own. So a constant reminder, if nothing else, get them out four times during the transaction. They should be in every buyer packet, every listing packet, and this will double, triple, quadruple your referral business just by having this one simple tool, the other tool at the end of every transaction. This is the process that we use to collect testimonials and basically Net Promoter Score survey. So nps you can Google Net Promoter Score and learn all about it. But basically we say, first of all, congratulations on the sale or purchase of your home. It's been our pleasure to serve you. Second, we want and value your input. We know you're busy, so this is, we'll keep this extremely short. Would you mind answering three short questions? On a scale of 1 to 10, how likely are you to refer your friends and family to the large group? Very likely, very unlikely. Would you use their services again? Will you please tell me about your overall experience, your name, agent name? And just for helping us, we've included in this envelope a $10 Starbucks gift card as a thank you for your feedback. So, law of reciprocity. We get a lot of these filled out. Not all of them are tension. You want the ones that are four, fives and sixes, you want the ones and twos. You want everyone. We don't get a lot of unhappy clients, but the ones that we do get, we're right on the phone with. And we're trying to work out what we could have done better. So swipe and deploy the survey and the referral card right away. Get them to your graphics person, have them recreate them with your branding and let me know, connect with me somehow and let me know how those tools are serving you and your business.
