In my past 18+ years being in the real estate industry, I've used techniques that have helped me to generate referrals without putting myself in the position to sell. We've all been there at some point in our sales career, that place where we are reluctant to make calls to past clients because we've already sold them our product or service.

What's the purpose? What would I say to them? My answer is; "Don't say. Survey!"

Here is the survey that I've used to build solid relationships with my clients, generate referrals, and qualify my database without having to sell a thing (except who I am, what I do, and the value I bring to the referral relationship).

By the way, do you want to Identify your strengths? This survey will assist you an identifying your strengths as well as create your Personal Brand !! (See question 2.) 📝

First, when making the call to your past client, the first thing is to engage in conversation, and what better time to do that than during the summer season?!

Second, make the call short and simple. Here's how I begin: "To better understand and grow my business this year, I wanted to reconnect with you and ask you a few questions about the service I provided during our transaction. Would that be okay?" (Feel free to change the dialog as you see fit!)

Here are the 4 questions that I use:

1.) "How did I do for you"?

This is a qualifying question. If they were dissatisfied, find out why, so that you can correct any issues in the future. An unreasonably dissatisfied client should be removed from your database.

2.) "Was there something that I did well or that stood out during the transaction"?

Here you are gathering positive information that you can use in the future promotion of your business. This is also a great way to identify the strengths that you bring to your business. Identifying strengths creates your Personal Brand or your Unique Selling Proposition!

3.) "When you refer me in the future, was there anything that I could have improved upon or done differently during the transaction"?

Here you're gathering information to help with potential issues in the future. There is nothing wrong with a little constructive criticism. It makes you a true professional.

4.) "Would you refer me in the future"?

Here you are finding out if the client would refer you. If yes, then remind them that when the topic of real estate comes up among their family and friends, you would like to be kept top of mind during those discussions. Be grateful for any referrals that your client passes along. Don't be surprised, they may have a referral for you right then and there! It happens.

I challenge you to UTILIZE this survey and make calls throughout the summer season, as well as any time during the year. Customers need a gentle reminder to remember how to refer you and keep you top of mind. Again, for me, it was a great way to connect and generate referrals without having to sell!

Let me know how it goes! I would love to hear your feedback!

Mike Elwell - Ancona Title & Escrow Team Member