Most agents believe that referrals come from other agents, friends and family, and past clients. While these sources are important, there’s another equally significant source that agents often overlook: strategic professionals.
These professionals include your attorneys, CPAs, wealth managers, lenders, and even your hairdresser and other service providers.
When affluent clients are considering making a move, they don’t search for an agent online. Instead, they reach out to the people they trust with their financial and life decisions. By building genuine relationships with these professionals, you can earn their referrals.
The key to this approach is to lead with value. Don’t simply ask for referrals when you meet them. Instead, bring something useful to the table, such as a market update, an introduction, or a referral for them. Focus on helping them first.
Remember, give before you ask. Always.
Consistently build and maintain relationships with every professional you know whose clients align with your target market. Stay in touch regularly and make the reciprocity explicit.
The agents who provide the most introductions tend to receive the most in return.
Generosity compounds over time. By building the right network, you’ll reap the benefits long after the initial effort of building it is complete.
Don’t forget this important referral source: your network of professionals.