Ask for Referrals and Focus, Focus, Focus

We will focus in coming months on Referrals for everyone of our clients. I have personally attended coaching sessions with most top coaches in the industry, all of whom are strong on referrals, and read many books on client retention and referral marketing over past decade. I also spend a lot of time talking with our clients to understand what works best to get referrals so I feel like I’ve learned from the best of the best. We are ready to roll out Referrals in a big way.

We practice what we preach. Our goal is that a new client is so happy with our services by Day 100 that they are willing to eagerly provide a written testimonial for our marketing purposes. Our next step is to directly ask whether our client is open and willing to provide referrals to other agents who may need part-time assistant services. Do you ask your clients directly for testimonials?

Every single one of our clients is leaving money on the table by not proactively asking for testimonials and referrals from their Clients. If you let us, we are going to change that. Of our clients, about 25 are having us do Client Calling to call their clients, do a customer service touch base, ask how happy they were with services you provided, and probe for potential referrals. If happy, we ask for a written testimonial and we are having great success. 

The second phase is call back each quarter and ask for referrals a few different ways. If you want to generate more leads that are the highest quality referrals that will close at a rate of 20-50%, instead of 1-4% buyer web leads, than shift marketing resources to have us call your clients and do proper Client Marketing.

The Basics - Focus Focus Focus

Very few agents are good at database management or lead management. Many are good at having too many creative marketing ideas. And thus, tons of ideas, partial implementation, leads generated, and the majority of leads are wasted by agents doing over $100,000. Shocking yet true. Let us do the basics and watch your net profit soar:

  • Database Management: Work with us to get your database totally organized
  • Lead Management: Follow our proven systems for Lead Capture via email and Green Money Lead Sheets and our Weekly Lead Report.  Stop wasting leads.
  • Calling: Either you need to be on the phone calling or you hire us to call. Pick one.
  • Client Marketing:  Your most profitable business, which is also the largest part of a typical business, is Client/SOI repeat/referral business. Almost every single one of our clients would double that business if they followed our Client Marketing systems.

Does it sound like we can help you Focus? Call me, email me, reply to this blog.

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Comment balloon 2 commentsSteve Kantor • September 09 2014 04:52AM


Sometimes it is just as simple as asking for business.  People forget to place the order.

Posted by Angela Griffith (Downing Frye Realty, Inc.) over 4 years ago

You are so right. Of course, their answer may be no, but on the other hand, it can also be yes! Thanks for reminding us of this.

Posted by Steve Kantor, Best Agent Business - Virtual Assistance (BEST AGENT BUSINESS) over 4 years ago