Sam's Blog

Danielle Kennedy Sold Me!  

I heard the famous real estate author and coach talk about reference letters a couple of years ago and it really was very good advice.  The way she explained it was to make this a part of your closing process and then use it to really build your business.  Here's the process...  

1. Immediately after the closing when you hand the keys to the house to the new buyers, ask a favor.  Say, "I have a very important favor to ask of you!"   They'll be anxious to help you since you just helped them get their house and they'll probably say, "Absolutely, whatever you want!"  

2. Then say, "Can I get you to write a quick reference letter for me and can I pick it up no later than tomorrow afternoon around 4PM?"   They'll probably say something like, "Sure, I would love to do that, why the urgency?  What can I say?"  

3. Then say, "I am out interviewing for new clients every day.  How many interviews have you been on where you didn't have references?  As for what you can write, just write how you feel I did and why you liked me"  

4. Then, pick up the reference letter and add it to your file and the next time you get a prospect, always end your presentation with "Buying or Selling a home is a very important transaction.  Always ask any agent you talk to if they have reference letters and by the way, here are 5 of mine..."  

Also, if you get a client that says, can you write one and I'll just sign it?  If they do, you can write one that is over the top, one that is very low in singing your praises and one in the middle of the road and then ask them to sign the one they think is about right and give them a self-addressed/stamped envelope to mail it back to you.  

Start this practice today for your future business!  These 3rd-party referrals are much better than anything else you can do.     

CALL YOUR PAST CLIENTS TOO!