By Doren Aldana
Getting Top Dog Realtors to send you more referrals is often easier said than done. Today, I have few ideas to help you push the needle in getting this kind of business.
First, create a list of the top Realtors in your market. I mean the people doing 30…50…100+ transactions per year. That’s your hit list. You want to launch a dedicated campaign to those people.
Second, come up with something unique and compelling to answer the question, “Why you?” Why should they work with you as opposed to all their other options? If you don’t have a compelling answer to that, you’re dead in the water. They’ll reject you and repel any overture you make. One of the best ways to be unique is to stop doing what everyone else is doing (offering great rates, great service, etc.) and do what everyone else is not doing: offering sales and marketing solutions. Namely, how to attract more quality listings, how to sell them faster and for top dollar, how to generate more buyer leads, and how to get more repeat and referrals business. Can you see how offering that kind of service is going to make you more compelling to top-producing Realtors?
Third, work on your posture: instead of chasing, start attracting. Make them need you more than you need them. For this I recommend you create a VIP Partnership Program exclusively for top-producing Realtors who qualify. The value has to be so great that they’ll be clamouring to partake. Create something unique, formalize it, and put it into a document called a VIP Partnership Agreement.
Finally, when your posture’s right, start smiling-and-dialing. Call these people and get in the habit of doing what is hard. If you do only what’s easy, life will be hard, but if you do what is hard, life will be easy. Condition yourself to do thing you don’t want to do. Don’t chase them – have them chase you. Your posture should imply that you don’t need them. Act like they’re the ones who must qualify, not you.
Those are the essentials of how to attract superstar Realtor partners and get them to send you ALL of their business. If you have any questions, please leave a comment or give us a call. We’d love to hear from you.
Here’s the video version of this blog post…
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