Updated: Oct 25, 2020
Now the end of the year is coming to a close, is the time to look at how you can make the most of the year that was.
Reflecting on the activities that led to great connections and listings, repeating and refining these activities each year, is a great way to grow your business. If things did not go so well, being able to understand the lesson is a great way to move forward.
In this blog, I would like to share a few notes on how to increase your referrals for the coming year, simply by taking the time to acknowledge your referees and anyone else in your network that has helped make your year a success.
This prospecting exercise may take a little time and some thinking, however, it should be done, and it is such a great way to finish up the year.
This task may seem relatively easy, however, what I would suggest is thinking behind the direct referee - whom you may have already thanked substantially. All success comes from somewhere and often the indirect nature of referrals can see some important connections lost. If you are familiar with the 5 degrees of separation rule, you will be aware of this concept.
Can you think about the pathway that led to your success?
Did you place a flyer in the local coffee shop, which led to a connection
Did the shop owner receive recognition?
Did your Grandmother refer you to one of her friends - who introduced you to a past client?
Have you acknowledged your family members for the success you share?
Did one of your peers share a supplier's details that helped you get the job done?
Did someone suggest you attend a conference that helped inspire you to move forward?
Did a local tradesman do a fantastic job and make your job easier?
One of the main reasons this exercise is so important is that you are connecting with people who do have your best interest at heart. It is human nature to want to help others, and they will continue to help if they feel acknowledged.
See how far back you can associate a connection. Recognise the journey to success is through people. And sometimes many. It may be from people who know or from people you do not know so well, who have just offered to help.
Here are a few ways you acknowledge your direct and indirect referees in a genuine manner;
1. Make sure your note is handwritten.
Handwriting a note may take a little more effort; however, it will show you are genuinely thankful. Automated messages are not really effective in this situation.
2. Show a little emotion and personality.
It is perfectly ok to be expressive in your note. You can even add a little emoji to share your feelings. :)
3. Remind them of how they helped.
Let them know how they have helped. The less removed these people are from the result, the more surprised and grateful they will feel for the acknowledgment.
4. Let them know you would love to stay connected.
Let them know you would like to stay in touch and you are there to help if they need anything. Offer to volunteer or donate your time if it is applicable.
5. Wish them all the best for the coming year.
Simply send a wish for the next year.
6. Share a small gift - that is appropriate and will help create social change.
Thank You products and gift packs are a great way to show your appreciation and align you with a great brand that give back 100% of their profits to help those in need. CLICK HERE to visit the Thankyou shop.
If you want to make a difference, this kind of exercise can be incredibly powerful and may have a significant impact on your coming year. These people will love your thoughtfulness, and this exercise will also make you feel good.
Take the time to have a cup of coffee and write a list of at least 20 people you appreciate that would never expect to be acknowledged. If you do not have time to do this before the Christmas break, sit down and make a note to do it in early January with a card to wish them a Happy New Year.
Julia Dyer is passionate about helping change consumer perceptions within the real estate industry. She is the owner and founder of the Change | Agent initiative, helping to encourage a more conscious spend when it comes to gift-giving and marketing.
You can Download her 5 Star Prospecting Checklist HERE. This Checklist will help you assess your current prospecting plan and see if there is any room for improvement.
For helpful tips and resources, you can request access to her Positive Prospecting Facebook Group with over 1000 exclusive members