At first blush, what I’m sharing may smack cheezy. Cheezy as in hairy-chested, gold-chain-infested, Hasselhoff-esque infomercial. Hear me out. Please.
If you choose to use the Daisy Chain Reaction Technique during, not after your listing and selling transactions, you can expect to unfurl perpetual referrals. [Whad-a-ya think about my Daisy Chain name? You know Evian is Naive spelled backwards right? And last, that sentence reads cheezy, right?] Sweet Baby Jesus.
Every time a buyer or seller chooses YOU and agrees to exchange $1,000′s of their dollars for your services, you have the absolute best opportunity to respectfully, conversationally and with permission, ask for referrals and recommendations during the transaction. Not at the closing or heaven forbid, after the closing. You have this opportunity because you’re trusted, liked, respected and you’ve delivered Super Hero results.
WHOA! Before we shuffle another step – all this perpetual referral unfurling and Daisy Chain Reactioning, doesn’t happen accidentally or supernaturally like spontaneous combustion. Success is predicated (cool big word eh?) on delivering WOW style results and kept promises.
Let me say it another way, if you suck and you’re lazy and you’re serving crap sandwiches and calling it steak, you’re dismissed and this won’t work for you. Scram
Still here? Sweet. Let’s talk about how. Then if you can stomach it, or you need a chuckle, a video semi-example. [ Shrug, I've got a new chrome HD flip. Learn from my mistakes. Now we can all be a Tarantino or Oprah or a movie star. Woo-Woo! ]
The Daisy Chain Reaction Technique
During the transaction buyers and sellers are all a-twitter about real estate. They are swapping real estate experiences with everyone they talk to. During the transaction, they’re hyper aware of friends who are thinking of making a move. If you handle yourself majestically, you can detonate a Daisy Chain Reaction of opportunity.
1. Attract a paying customer – duh.
2. Make your compelling, persuasive, presentation of services.
3. After you’re chosen, hands shake, smiles exchange and the Listing/Buyer Agreements are signed, pause, thank them again and in your own words share that you appreciate their trust and confidence and you’ll keep all your promises or they can fire you on the spot.
4. Share (in your own words) that to make sure you’re on track and they’re pleased, from time to time you’re going to ask them how you’re doing. [This will allow you conversational leverage future "Thank Yous".]
5. Share (in your own words) that your goal is to create an experience that is better than they expected, if one of their neighbors or friends or co-workers asked them how it was going, they would say YOU rule. And if anyone asks for a realtor recommendation, they’d say you’re THE Go-To Woman for all things real estate.
6. The hard part – deliver crazy, audacious, on-time as promised actions.
In steps 1 – 6 you’ve positioned yourself to conversationally ask for referrals and recommendations during the transaction. Deliver strong, wait for the “thank you” and take these next steps.
7. When your clients say “thank you” [ For example, after progress reports, showing appointments, contract presentation, contract negotiations, option period expirations, etc, etc.] respond naturally and say, “Thanks for the compliment, you’re welcome!”
8. Immediately follow up with with something that sounds like this, “It sounds like you’re pleased and things are going well?” and remind them of your earlier conversation (Step 5.), then ask for a referral recommendation. (If you’d like to hear more about what this step might sound like, watch the video below.)
9. If they share a referral, congratulations. If they don’t, no worries, thank them and rock on.
10. Lather, Rinse and Repeat Steps 7 -10, at every significant milestone and enthusiastic ”Thank You”. I imagine you might ask 5 or 7 times during the transaction.
Does It Work?
Let me know if it works for you. I know this, if you always do what you’ve always done, you’ll always get what you’ve alway gotten. In other words, if you have clients and you do a fantastic job and your clients say thank you, then you have earned the privilege of asking for referral recommendations during the transaction. If you’re asking for referrals infrequently, awkwardly at closing or worse, sometime after closing, you’re self strangling your prosperity.
Follow Steps 1 – 6 and you will have set the stage for asking conversationally and respectfully. Follow Step 7 – 10 and allow your delighted clients to help you take excellent care of their friends and family and grow your prosperity. Follow Steps 1 – 10 and you’ll unfurl a chain reaction of perpetual referrals.
I didn’t include specific written directed scripts/dialogue because I thought I’d be tedious to read. I thought it’d be mo-better to record them instead. If you’d like to hear what Steps 1 -9 might sound like, watch the video below. Understand, I’m not advocating the use of my words, use yours. I am a believer in perfect practice and the more familiar you are with what you’re going to say, the more persuasive, crisp and beneficial your conversation will be.
My hope for you is that a slight shift in your strategy will allow you to speak perpetual referrals into existence…which is actually the easy part. The hard part is delivering referral worthy results. I know you can do both.
Thanks for reading. You RULE. Here’s the video.