Building your business can be tough, especially if you’re trying to do majority of the sales work yourself. The best way to build your business and start having clients contact you is to get great sales referrals from existing clients, or from potential clients you can seek out to develop a relationship with for long term gain. Here are 3 easy ways to get more commercial real estate referrals.

Give Your Client a Referral First

When trying to get commercial real estate referrals, the best way to get a client is to help the potential client out, too. Let’s say you are trying to build your commercial real estate business, and you have an acquaintance in the mortgage industry. By offering to bring your mortgage friend business, he or she may bring you clients who need their commercial properties leased or sold. This is a win-win for everyone involved, including the client you are both working with.

When you are working in commercial real estate, it is especially important to be someone clients can trust, and the best way to build trust is through a great referral network.

Ask for the Referral As Soon As You Get a Client

Many times commercial real estate agents think they need to wait until the sale is final to ask for the referral from their clients. Don’t wait until the deal is closed, ask for the referral as soon as they agree to be your client. If they trusted you enough to work with you, that means they know enough about you and your offerings to be able to refer you to someone else. Don’t be afraid to ask for more commercial real estate sales referrals from your existing clients. You can even pick up the phone and contact previous clients from time to time. You never know when someone is going to need a broker to help sell or lease their commercial property.

Ask Your Client to Make the Introduction

Instead of just cold calling a potential client who was referred to you, ask your current client to make a warm introduction between you and the referral. By doing this, there is a level of established trust right from the start. The likelihood of picking up that new client is much higher if they have been introduced to you from a trusted friend or colleague of their own. Once you have met the new potential client, ask them for referrals, as well. This way, you have an unending supply of potential clients.

When you meet a prospective client for the first time, you want them to remember you for being the commercial real estate agent that followed up with them. Don’t wait for your potential clients to find you. Go out and talk to as many people as you can, ask them all for referrals, and be sure to call or email those prospects to start the conversation as soon as possible to get the maximum results from your commercial real estate sales referrals.


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