Give trusted referrals, have an opinion, and over deliver to create expert status.
Imagine that you are a first-time homebuyer shopping for a house. The perfect home, ripe with potential comes on the market, and you move as quickly as possible to the closing table.
Excited about the opportunity to create the home of your dreams you make a list of repairs, upgrades, and renovations. After prioritizing your list, it does not take long for you to realize that you are in-over-your-head. You need professional help, but as a newcomer to the neighborhood are not sure where to turn.
A phone call to your agent is a good starting point. She sends over a well-organized list of trusted local home service providers from plumbers to carpenters. How likely are you to call these providers and share them with your new neighbors? Having just had a positive home-buying experience, chances are pretty darn good.
Your real estate agent has now created expert status in her field. How did she do this?
1. Give trusted referrals
Providing a customer with a referral builds trust. In the real estate and home service industries, the customer’s expectation is that even the experts are only looking out for their own best interest. A well-timed referral eliminates buyer-skepticism.
There is no benefit to the agent to lie in this scenario, so the customer feels comfortable with the referral and now has trust in both the contractor and the agent herself.
How does this work?
A real estate agent doesn’t get a commission after referring business to a contractor. Money is not the currency in this relationship. Loyalty is more valuable.
The contractor knows that by providing consistent, high-quality service to an agent’s clients, he or she will be rewarded with referral […]