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Referral and Repeat Marketing July 14, 2007

Posted by Darin Persinger in Books, Coaching, Contacting Your Sphere, Education, Info, Marketing, Real Estate, Sales.
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This week I attended a training course by Phil Hollander of Morris Real Estate Marketing Group. Phil wrote a book called Referral & Repeat Marketing.

Phil had sent me a this book a few months ago and it blew my mind. Many of the systems that I have implemented at EDYN Real Estate are based from this book. Even though the book covers many topics and sources of business, Phil’s talk was focused on just your A List people. Here some of my notes from the class

Phil Hollander defined A List people into 3 groups:

  1. Past clients
  2. Referral Sources a)Business Circle ex.lenders, lawyers, inspectors          b)Personal Circle ex. friends, relatives, past co-workers
  3. Hot prospect-buying or selling in 3-6 months

Who goes into your A-list Database? Ask yourself this question,

Does this person have the ability and desire to A) refer me business and/or B) repeat business with me

Past Clients are your number one source of business

Two reasons why people will use you or refer you,

  1. They like you.
  2. They think you have knowledge and expertise.

In my blog post Contacting Your Sphere Part 4, I wrote about how agents market and present themselves,

Have you ever received a postcard from a chef in the mail on how to sell a home?
I’m not a  betting man, but I bet not.

Have you ever received a postcard from Peyton Manning on when the next neighborhood open house will be?
Probably not. That’s just silly.

But I have received recipe postcards from real estate agents. What do real estate agents know about a Salsa Chicken Black Bean Casserole? Why would you want the consumer to even think you do?

I have received football schedules from real estate agents also. Why do we do this?

Do sending football schedules and recipes make us look like a real estate expert and knowledgeable professional to our A-list people?

Related Posts:

Contacting Your Sphere Of Influence Part 1

Contacting Your Sphere Part 2

Contacting Your Sphere Part 3

Contacting Your Sphere Part 4

Contacting Your Sphere Part 5

What Can Efficiency and Systems Do For You?

11 Things New Real Estate Agents Do Wrong

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Comments»

1. It’s Not A Real Estate Listing Presentation, It’s A Real Estate Listing Converstation « More Listings | More Sales - September 4, 2007

[…] himself and sells himself, but provides no real value. It might happen. But he is not going to get repeat and referral business and the people that you are conversing with, instead of presenting to, will be telling all their […]


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