We all know that referrals are the backbone of any industry. But oftentimes, it can be challenging to know just who to ask, or when to ask. In this episode of Above the Noise, Luke shares three tips to help you secure the type of referrals that can take your business to the next level.

Video Transcription

Alright so you’re trying to grow your book of business through referral, but you’re just not sure who to ask or when to ask. In today’s video I want to give you some tips on that and I also want to show you how you can leverage the power of your magazine to use it as an opportunity to capture more referrals.

There was a study done by the New York Times that showed that over 60 percent of business for small businesses was coming from referrals from their friends and family and from their sphere of influence. So, it’s absolutely critical that you focus on growing your book of business through referrals.

Number one

The first tip I’m going to give you is don’t miss out on the opportunity to ask for referrals at the closing table. So, if you’re a real estate agent, when you’re at the closing table after that transaction is complete it’s a perfect opportunity for you to ask for referrals.

Because I remember when I closed on my home the feeling and excitement I had, and so now you can trigger what I like to call is the reciprocity effect where they are just so thankful that they will actually want to give back to you. So it’s a perfect opportunity for you to ask for referrals.

Number two

The second tip that I’m going to give you is make sure you ask your best clients. Because you want more of these clients, so make sure you’re asking the clients that you want more of so you grow your business in an effective way.

Number three

Then the third tip is be systematic when you’re asking for referrals. See, so often we ask clients for referrals one time and we expect them to remember us six months later—it’s not gonna happen. Be systematic. Create a nurture campaign where you’re systematically following up maybe once a quarter, and asking for referrals. So, now when that client gets in an opportunity where maybe their friend is looking to buy or sell they actually will think of you.

American Lifestyle magazine

And that really leads me into how you can leverage the power of your magazine. See, follow up with your magazine with a phone call or face to face pop by. Use the magazine as your conversation starter checking in to say, “Hey just wanted to see if you were enjoying the gift that I was sending you?” “What did you think about it?” It’s a perfect icebreaker.

And then do what you do best which is turn the conversation to letting them know that “Hey, I really appreciate you as a client, looking to grow my business this year and was really hoping to help and attract more clients like yourself. Do you know anybody who might be looking to buy or sell?” This will result in more referrals for your business.

The takeaway

So there you have it guys, there are a couple tips to help you leverage the power of your magazine to go after referrals and when you should do it. If you like these tips, subscribe to our YouTube channel, check us out on Facebook and Instagram, but most importantly, take action on this today!