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Referrals – for many brokers, it’s a missed opportunity

Do you have an active referral plan? Despite many brokers relying heavily on referrals for business development, surprisingly few have made this investment.

So what simple things can you do today, that could act as a stopgap until you’ve put a plan in place? Here are some ideas:

  1. Try to give everyone a referral mindset

    A quick way to encourage this is by adding ‘We’re a business built on referrals’ to your website homepage. This both encourages clients to refer you, and also helps to remind your team to raise it in conversation.

  2. Don’t be out of sight, out of mind

    You already know the benefits of having face-to-face time with your clients – and one of them is undoubtedly the chance to raise the subject of referrals.

    If you’re struggling to know how to ask for a client referral, we’ve two handy Referral templates on Broker Create, ready to download today.

  3. Invite your clients to connect with you on LinkedIn

    Connecting with your clients on LinkedIn can be an effective way to nurture important business relationships. And in turn, this can expose you and your business to their wider network of contacts, potentially helping to drive further business growth.

    Use our useful ‘LinkedIn Client Invitation’ Broker Create template to help.

  4. Ask for an introduction, not just a recommendation

    Just mentioning your name to their friends is not usually enough. Ideally you want them to email their contact as part of their introduction, and in doing so, Cc you, so you can carry on the conversation.

  5. Make sure that you’re making a good impression online

    If your online presence is good, with a contemporary website, updated LinkedIn profile and positive Google Reviews then the chances of referred prospects getting in touch increases substantially.

  6. Invest in saying a big ‘thank you’ to referring clients

    You might be surprised by how appreciative people are when they get a personalised thank you card, but also maybe a bit shocked by how rarely this happens.

Referral marketing should be well worth your time and energy. It’s neither difficult nor costly and the more that you actively encourage your clients to recommend you, the more they should be happy to do so.