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Turning referrals into clients.

Article Excerpt
In times past when business was stable and there were far fewer appraisers, after an appraiser gained experience (and sometimes a professional designation), he or she could "hang out a shingle" and get referrals from clients or other appraisers. Now, just like in medicine and law, most of us can't afford just to sit and wait for the phone to ring.

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Many appraisers don't actively solicit referrals. While we have an excuse--no sales training--even experienced salespersons forget about this excellent method of business-building. I recently spoke with a local top-producer real estate agent whose business was slow. She said she had taken a class on referrals and was now contacting all of her old clients. Although she has been in real estate sales for many years, she had forgotten about the power of referrals.

Always Ask, Always Tell

The primary key to getting a person to be a source of referrals is always to ask for referrals. How many of your relatives, friends and business acquaintances know that you would like to get referrals from them? The best referral sources are people who are in regular contact with persons needing appraisals. Who do people call when they need the name of an appraiser? Other appraisers, real estate agents and brokers, attorneys, loan officers, etc. Your clients are also...

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