Can you think of a single luxury real estate marketing professional who does not love getting referrals? Based on the law of reciprocity, generating referrals begets receiving them. The more you give the more you get. Yet, few agents make it their business to source referrals to non-competitive business owners or service professionals.
What if you deliberately set out to generate referrals to others as a primary brand strategy for your real estate practice? The more people you know the more matches you can source.
Eventually you would become known as a “referral hub” someone who connects others in such a way that it leads to more business for all. If you master the art of giving referrals you would emerge as the MVP (Most Valuable Professional to know).
Engaging the law of reciprocity begins by getting into a frame of mind of abundance. It is a shift of focus away from scarcity and looking out only for #1. This does not mean that you need to become selfless and place the needs of others above your own. An abundant mindset means that you simultaneously consider the needs of others AND yourself.
When you have achieved this abundant mindset you do not have to keep score about receiving referrals back from the very people to whom you have given them. Leveraging the law of reciprocity will often attract referrals “out of blue” from the most unexpected sources.
A great way to begin engaging the law of reciprocity is simply to invite more people to meet you for coffee. The more you get out and meet people face-to-face the more opportunities you have for new business and also for building long-term high-trust relationships. We say, “whoever has the most high-trust relationships WINS!” because those that do create the most opportunities for referrals.
So, next time you find that you are hiding behind your computer or stretching out the busy work that you could easily delegate to others, pick up the phone and invite someone for coffee. Reach out, get out of the office and spread the love. Show people you care about their success. And, they will start caring about yours. It is only coffee!
Written by Ron & Alexandra Seigel-
ABOUT: Napa Consultants, International is the leader in brand strategy for the luxury real estate industry. They work exclusively with professionals who are passionate about gaining or sustaining market leadership. With an expertise in personal branding, company branding, luxury real estate website design and social media marketing they help their clients become the breakaway brand in their marketplace.