When was the last time you referred a business to a friend or a family member? What was it that made this business stand out from the rest? Why are you talking about them? Most probably it is due to a fantastic level of service, a great product or perhaps unexpected value that made you want to share this experience with your family and friends.
Now, I want you to ask yourself? When was the last referral your business received?
A successful referral network has people talking about you and referring business to you when you are not looking. The first step in building this network, is to ensure your business is likeable, referable and energetic. Are you providing an amazing service that people love to talk about? Do you have raving fans? If not, that’s ok. You may need to implement and improve some of your systems, procedures, and policies in order to deliver a little more, or the additional 1% of service than your clients expect.
When you have your network of raving fans, it’s time to take advantage! The simplest and easiest way is to ask the question.
- “If you knew anyone who had an investment property would you refer to them to me?”
- “This year I am growing my business; do you know anyone else I can help?
- “On a scale of 1 – 10, how likely would you be to refer a friend or family member to our business?”
Whether it’s over the phone, in person or via an online survey – if you don’t ask the questions, you’ll never know the answer!
It is also important to know why people are referring so we can leverage off this in future – but even more importantly this can be a great way to identify any areas that may need improvement. There is always room for improvement in every Property Management business.
And finally, whenever you do receive a referral, don’t forget to say thank you!