The secret to getting referrals NOW is simple – ask for referrals when they are most likely to hear of others looking to buy or sell.
RAS: Reticular Activating System – the idea that you are most likely to hear about or come in contact with people in a similar boat as you.
For example, let’s say you are engaged to be married. Without a doubt as you go through each day (looking at that sparkly ring on your hand, searching out the perfect venue and flower arrangements) you start seeing ads for rings, wedding venues, honeymoon destinations, and all else wedding related. Did the whole world just decide to bombard you with wedding items because you are a soon to be bride or groom?
NO! Those things are always there, but you never cared to see or pay attention to them till now. It wasn’t relevant to you and with so many things coming at you day in and day out, your brain filters out what isn’t important. Now that you are in the midst of your planning you see every wedding thing around.
Well this doesn’t just happen with weddings. It happens with cars, babies, trips, and everything in between.. including REAL ESTATE!
When is the best time to ask for referrals?
When is the person you are asking most likely to run into someone looking to buy or sell?
During the buying or selling process! That’s when their RAS is picking up those conversations around them of others buying or selling – that’s when they are most likely to hear of someone else needing a real estate referral.
Make it a habit of asking multiple times throughout the home shopping, offer making, escrow process to ask for those referrals. If you wait till after closing – you’re too late. By then clients are on to decorating and paint colors.
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