![Page 1: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/1.jpg)
Fundamentals in Real Estate Series
Part 6
Generating Referrals
Pranav PandyaFranchise Development ManagerRE/MAX Mumbai Gujarat Maharashtra
![Page 2: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/2.jpg)
RE/MAX Mumbai Gujarat Maharashtra
RECAP
• Part 1 - Getting Started
• Part 2 - Marketing
• Part 3 - Prospecting
• Part 4 – Working with Sellers
• Part 5 – Working with Buyers
![Page 3: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/3.jpg)
RE/MAX Mumbai Gujarat Maharashtra
Today’s Agenda
• Past clients• Client parties• Keeping your customers• Client follow-up• International referrals• Networking during conventions
![Page 4: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/4.jpg)
Past Clients
![Page 5: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/5.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Thank the client
• Ask for referrals
• Ask for a letter of reference • Pick it up the next day• Use as part of your listing or buyer presentation
![Page 6: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/6.jpg)
RE/MAX Mumbai Gujarat Maharashtra
![Page 7: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/7.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Client Feedback
• For services, a customer’s expectations are:• Reliability and integrity• Tangibles • Responsiveness • Assurance • Empathy
![Page 8: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/8.jpg)
Client Parties
![Page 9: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/9.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Family Lunch / Dinner• Picnics• Movie matinees• New Year parties• Dance/ Play/ Concerts / Events
![Page 10: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/10.jpg)
Keeping your Customers
![Page 11: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/11.jpg)
RE/MAX Mumbai Gujarat Maharashtra
Why You Lose Customers?
3%5%
9%
14%
69%
Reasons Customers Move
Move Away Or Pass Away 3%
Friends Refer them else 5%
Cometitiors Provide them better Offer 9%
Didn’t like your service 14%
Indifference to them 69%
![Page 12: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/12.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Post Purchase Evaluation
• It is absolutely critical for you to deliver quality service consistently with customer expectations.
• They will not refer you otherwise.
![Page 13: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/13.jpg)
RE/MAX Mumbai Gujarat Maharashtra
Factors that can help the perception of Associates
• Personality
• Length of the Transaction Time
• Buying Versus Selling
• Market Conditions
• Post Purchase Experience
![Page 14: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/14.jpg)
Client Follow-up
![Page 15: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/15.jpg)
RE/MAX Mumbai Gujarat Maharashtra
Reasons to Call:• Just to say ‘Hi’
• Anniversary of purchase
• Birthdays
• Market update
• Follow up on mailer
• Have buyers in that area
• Asking for testimonials
• Invitation for lunch/client appreciation party
• Follow up report
• Show your achievements
![Page 16: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/16.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Contacting Past Clients
• Creating “A” List Clients
![Page 17: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/17.jpg)
International Referrals
![Page 18: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/18.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Business cards
• Online
• RE/MAX
• Email and/or Postcard Campaigns
• Media promotion
• Share a video with your clients
![Page 19: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/19.jpg)
Networking during
conventions
![Page 20: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/20.jpg)
RE/MAX Mumbai Gujarat Maharashtra
• Working Conventions - The key word is work.
• Goal
• Plan
• Business Cards
• Promotional material
• Digital Camera
• System for Meeting Sales Associates
• During the Convention
• After the Convention
![Page 21: Fundamentals in Real Estate Series Part 6 Generating Referrals](https://reader034.vdocuments.net/reader034/viewer/2022042721/568c55071a28ab4916c1218a/html5/thumbnails/21.jpg)
Thank You