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Another Referral Opportunity...


Another Referral Opportunity… The Survey!

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If top producers obtain the majority of their new listings from referrals, then one must learn to take every opportunity to set up situations in which you will be in a position to ask.  A perfect opportunity to ask exists with regard to the post closing survey.

 

A post closing survey is always a great idea.  Referrals come from those who have been given great customer service.  A survey tells the client that you care whether your service was top-notch.  If it was not, you can use the feedback to make adjustments in your service levels.

 

If your service levels were top-notch, the survey will be a great opportunity to ask for a referral.  Those who have just purchased a home, have a selective perception about others who are thinking about moving.  When you are in the middle of a real estate transaction you are more likely to speak to others about their desire to move.

 

Unfortunately, real estate clients do not typically complete surveys after they sell their home.  And when they are, the questions regarding referrals are usually too general.  Asking if the client would refer business to you is not the same as asking if they know someone specifically they would like to refer and setting-up a procedure for such a referral.  The answer to both issues is quite simple – offer some sort of incentive to have the survey filled out, and increase the value of this incentive if the survey includes a specific referral.  The incentive does not have to be expensive and may be supplied by a synergy partner – further leveraging the referral process.

 

From the beginning to end, the real estate sales process is full of opportunities to obtain referrals – if systems are set up to take advantage of these opportunities.  I am sure you can think of other situations in which asking for a referral would be appropriate and fruitful.

 

Hopefully you enjoyed my posts on how to obtain more listings.  While many of the ideas are common sense, it never hurts to be reminded of simple ideas that can increase your listing business.  As a partner to the real estate community, I take a special interest in making sure my real estate partners succeed.  Completing a survey after the transaction helps me achieve this goal and helps me maintain a higher servicing level.

 

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John Cannata    p# 214.545.5604  

www.TxMortgageConsultant.com

 

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Comment balloon 12 commentsJohn Cannata • September 29 2008 06:56PM

Comments

John, some great ideas.  I may have to try the survey in attempts to produce more referrals.

 

 

Posted by Tim and Pam Cash, Real Estate Professionals - Clarksville TN (Crye-Leike (Sango)) almost 11 years ago

Actually I find that if I have give me some feedback just befor (during a walk thru) we get to a closing table it is  exactly what I need. I kep very close contact with my clients as most are out of state, during the process. I have never (yet) had anyone unhappy!!

Posted by Marie Westerman, New Homes Sales Specialist Evans GA REALTOR (Blanchard and Calhoun Real Estate/ Wilson Parker Homes) almost 11 years ago

Thanks for the reminder about the survey. I have been wanting to implement a plan for years, as I have gotten away from this for the past 5 years.  I used to and will do it from a third party source, our title company, so we can gain more accurate replies, and we will be doubling up contact from two sources, though it will all appear to come from me.......

Posted by TIM MONCRIEF, Over 2,000 homes sold….. (Tim Monciref) almost 11 years ago

I have  survey ready to go but havent mailed it out yet.  I want to have it returned to a PO Box and havent gotten one yet?

Any thoughts on the PO Box return....?

 

M

Posted by Maria Vaill, Martinez GA, Evans GA, Grovetown GA, Fort Gordon G (ERA Sunrise Realty) almost 11 years ago

Tim & Pam - It can't hurt.  I have been doing them for quite some time and have been able to pick up many referrals.  The referral may not be ready right at that moment, but pretty soon.  So, I just continue to follow-up.

That is excellent Marie.  You definitely need to keep them happy throughout the process.  Am I understanding you correctly that you ask for the referral at the closing table?

Tim - Let us know how it works out.  If nothing else, you know some areas that maybe you need to strengthen throughout the process.  Perhaps it will just confirm that you are providing excellent follow through.

Maria - I am not so sure you need to have a PO Box.  Are you thinking PO Box because you work from home?  There is nothing wrong with using a PO Box, I was just wondering the purpose.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) almost 11 years ago

John, I haven't tried a post closing survey for a long time, I must get back to that practice...

Posted by Paul S. Henderson, REALTOR®, CRS, Tacoma Washington Agent/Broker & Market Authority! (RE/MAX Northwest.) almost 11 years ago

Let us know how it works, Paul.  The survey is good for many reasons and takes just a moment to get out to the client.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) almost 11 years ago

I like the offer of a "synergy partner" supplied incentive John... can you say "home staging consultation" or "move in services" for your new house (if local), many stagers work with "staging to dwell" as well as "staging to sell" situations.

Posted by Karen Otto, Plano Home Staging, Dallas Home Staging, www.homes (Home Star Staging) almost 11 years ago

You know I always think of you Karen when I think about partners.  Certainly, this could be something to use as incentive to a Realtor partner you are working with currently.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) almost 11 years ago

JOHN  Excellent reminder. I haven't used surveys for years. If for no other reason than you said, strengthening weak areas.

Posted by LS Rogers Realty (LS Rogers Realty) almost 11 years ago

I have been using a survey for quite some time Trunda.  I actually provided you with a copy in the package I dropped off to your office.

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) almost 11 years ago

JOHN  Wow, thanks. I look forward to receiving it. Unfortunately by the time my broker made it to the office today, I was already gone. He failed to put it in my box.

Posted by LS Rogers Realty (LS Rogers Realty) almost 11 years ago

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