How Committing to Clients Up Front Can Get You New Business and Referrals

There are very few things that are more important to a real estate agent than referrals. The value of a referral from a truly satisfied client can go a long way to winning new business.

When a client agrees to refer you they are making a commitment. They are willing to make that commitment based on the high level of service they’ve received and expect that their friend or family member will enjoy the same.

One way to end up with that precious referral is by making an upfront commitment to potential clients. Here is an example of a written commitment that could be used to solicit new business.

Dear [client’s name],

It’s no secret that successful businesses are built one relationship at a time, but what makes a successful relationship? Commitment. My commitment to my clients continues beyond closing or any single transaction. It involves giving first and anticipating future needs. It’s about being there when I’m needed most. Bottom line, it’s about trust. If I’ve earned a client’s trust, I hope it’s the beginning of a life long relationship.

Think of me as a trusted resource for:

• Local market conditions. I continuously monitor the constantly changing local real estate market. Alerting first-time homebuyers to new listings or existing homeowners to current home values can make all the difference when making financial decisions — like when to buy or whether to sell. I’d be glad to help identify trends and provide the numbers you need when you’re ready.
• Building equity. I want each and every one of my clients to make the most of their real estate investment once they’ve made their purchase. I can provide the assistance and advice needed when it comes to current resale value or deciding on the home improvement project that’ll give you the most bang for your buck.
• Professional referrals. I have excellent relationships with a wide range of service providers. From lawyers and general contractors, to roofers, plumbers, and electricians, I’m here to help clients make connections that will serve their needs now and in the future.

I’m writing you because I want you to know how much I value my client relationships and how grateful I am for the trust they’ve placed in me. Growing my business depends on people like yourself — people who know my reputation, have a had satisfying home buying or selling experience, and respect my commitment to excellence.

Sincerely,

[Agent’s name]

P.S. Feel free to contact me at any time when you’re ready to make a move or just need advice or assistance. If you have a friend or family member you’d like me to reach out to send me their name and a phone number where I can reach them. I’ll be glad to follow up.

The Bottom Line

Giving first by reaching out to potential clients is a great way to tout your expertise without making it all about you. In essence, you’re referring yourself. And, if you’ve done the work and made good on your promise, why wouldn’t you?