We Can Make Referrals Inevitable, Here’s How.

Thinking back to some of the guests I’ve had on the show and lessons I’ve learned, my conversation with Dean Jackson about referrals came to mind, and I thought it would be worth revisiting. Many agents believe getting referrals is a matter of luck, and waiting for factors that aren’t in your control to align. 

But we don’t have to wait for referrals to land in our lap, we can totally be intentional about them. Referrals can actually be predictable and we can design our transactions and even our conversations to make them inevitable. 

But this is only possible with the right mindset about referrals; it’s not people doing us a favor. It’s a reflection of the value we bring and our customers can get something out of it too. 

Our past and present customers are meeting and talking to people all the time, and with the right tools and systems, we can get them to start bringing us up naturally. We can make talking about us the reflex reaction of the people who already know, like and trust us when real estate comes up. 

What does it take to program the people in our sphere to become our own ambassadors, and orchestrate referrals? Real estate industry veteran and marketing expert, Dean Jackson talked about how we can intentionally start generating referrals. Here are the top points from our conversation. 

Here Are the Top Lessons From Dean Jackson That Stuck With Me 

If you’re not in their mind, then you’ll never come to mind. 

To stay on people’s minds, Dean sends out a postcard to his inner circle of 150 to stay on the minds of his friends. In this way, he manages his relationship portfolio asset for a 20% yield in new business by changing the mindset and conversation and programming this into the minds of his friends using the postcard as a proactive referral tool.

All referrals happen as a result of a conversation. 

Most agents shy away from asking for referrals because they think it’s a burden, but when people recommend us to other people, they actually get to raise their social status, which makes them feel good and more valued in society. 

If you’re going to try and grow your business, the most competition-proof, easiest, and lowest hanging fruit is to get more referrals.  

We can program people to refer us by following these steps

1. Get them to notice when a conversation about real estate is happening

2. Get them to think about you in that conversation

3. Get them to introduce you to the person they are having the conversation with.

4. Get them to keep you on their mind so you come to mind in their conversations with others

If you’d like to listen (or watch) the full interview with Dean, I’ve provided the link below.