There is one key question every survey should include. Net Promote Scores is used by many Fortune 500 companies to grow their businesses. Real estate agents should be using it too. Learn how this crucial data point can be used to monetize your sphere of influence and increase referrals with one simple question. Would you refer me?
“It allows us to be more proactive in asking for that referral,” coaches David Friedman, Co-Founder, WealthQuotient.
Simple Action Plan for Agents
· Choose a platform to distribute the survey: Survey Monkey, Google, or Microsoft
· Draft the questions – no more than 3 – including the NPS ?
· Decide who will be getting the survey
· Email them to let them know you’ll be sending it and you’d appreciate their feedback
· Send survey link
· Assess results
· Select prospects and ask for introduction from those who score you high
“The biggest mistake is asking for a referral in the wrong way,” says Friedman.
Never use the “open-ended” general referral ask: Is there anyone you can think of that may need help buying or selling? This will most likely lead to this type of response, “let me think about it”. You’ll generally never hear back from them.
The right way to ask for a referral: identify individuals connected to that person you’d like to meet. Then approach them with a message like this, “Joe, thank you for responding to my survey and being willing to make a referral. With that in mind, I know you are on the board of the Miami’s Children’s Hospital, and I’m attending their gala this fall, and wondered if you wouldn’t mind at some point after the event making an introduction to Sharon, Jim and Bob, who are on the board as well.”
“If you are getting a positive response, don’t blow it with an open-ended request,” warns Friedman.
You should always be asking your clients at their closings to keep an eye out for the survey. Send the surveys to get information about who you can have them approach for you with a referral.
