The Three-Step Rule & the Importance of Asking for Referrals

Whether you attended this year’s REALTORS® Conference & Expo or not, you should always consider the importance networking plays, especially in the real estate business. Do you have the perfect game plan on how to meet people but then end up standing in the corner talking to the potted plant all weekend? Don’t be that person… Instead, change it up a little and most importantly, don’t over think it. Consider the three-step rule whenever you’re out networking. It’s simple:

You must talk to anyone who is within three feet of you.

Sounds tough? Not really. All you need to do is introduce yourself, your business, and explain what you’re looking for. Ever heard of the thirty second commercial or the elevator pitch? That’s exactly what it is.

Often, people are hesitant to introduce themselves to strangers because they fear that they might not be interested in their thirty second speeches at all. Maybe. But here’s the thing: Even if the person to which you introduce yourself has no interest whatsoever in your business, he or she might still know someone who is. That’s the whole concept of networking.  And referrals. Is there a more powerful selling tool, especially in real estate?

Think about it. Every contact you have (whether that contact is a business contact or not), has the potential to connect to you other contacts, which have the potential to connect you even further. The opportunities are out there, but you won’t be able to find any unless you actively pursue them. In 2011, the National Association of REALTORS® found that 85% of agents & broker associates said referrals were very important in generating leads.

Make it a habit to ask for referrals, just like you should make it a habit to talk to anyone who is within three feet of you at an event. Someone just told you she wasn’t at all interested in what you have to offer? No big deal. Simply say: “That’s too bad. I don’t suppose you could introduce me to someone who can benefit from my services?” The worst that could happen is someone saying no. On to the next one!

One last thing to remember: The easiest way to elicit referrals is if you give them generously yourself. If you have the opportunity to make a referral and bring two contacts together, do it. Who wouldn’t appreciate that? It may even inspire them to return the favor eventually. The sooner you practice, the sooner you’ll make it a habit. 

Also, if you’re looking for integrated real estate broker software, feel free to browse our website for more information or contact us by filling out a form.

If not, we don’t suppose you could refer us to someone who might benefit from our products and services?

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