I have read many books and seen tons of speakers talk about referrals as an Art Form. But unlike art or music which unfold and show a disparity between the “haves and have nots”, referrals are a skill that can be mastered. You don’t have to be a natural with people or a people person to gain the ability to do business by referrals. You must learn some basics about people, human behavior and trust.

There is a gap I refer to as the Referral VOID which is the chasm between knowing how to give and receive a referral and doing business the normal way. I have spent over 14 years in the Real Estate business and still marvel at how many in my profession do not understand the referral concept.

A referral is a transference of trust from one individual to the other. So how do we not only endear trust but make sure that when given a referral that trust is not betrayed. There are 5 Key Principles to keep in mind the next time you are giving or receiving a referral:

1. Treat them as a CLIENT and not a SALE. So many consumers have been burned in various transactions by the salesperson simply wanting to sell and not wanting to help. Recognize their needs upfront and help them fulfill their needs and not your own.

2. Do NOT pass our your business cards. Everyone has a business card and it does not result in new business.

3. Trust- Trust is built in small and big ways. Being on time for appointments and following through on Q&A from each client.

4. Paradigm Shift: Request your clients ask their coworker or friend for permission for you to call or email them instead of waiting for their call.

5. Follow Up: Follow up not only with the new referral but just as important with the client that sent them to you. If by chance you are not able to connect or do not wish to work with this new referral you MUST be the first one to contact your mutual friend.

For more information on the Referral VOID and Wishing Well Referral vs. Permission Referral contact Spoken Word Seminars to book them for an upcoming event.