The Power of Referrals

Referrals remain the bread and butter of many agents. The formula is simple: do a good job when you assist someone with their home search, and they’ll remember to tell their nearest and dearest how much you helped them find a house or condo.

Julie Mangan, Realtor with Jameson Sotheby’s International Realty in Winnetka, takes a balanced, multifaceted approach to finding leads. She uses referrals from past clients, as well as family and friends. On the technology side, she recently began using the lead generation program offered by Realtor.com and utilizes social media like Facebook, Instagram, Twitter and Snapchat. However, referrals remain her preferred method for finding leads because those tend to be more qualified.

“Generally, if a lead comes from a personal referral it is a quality lead,” Mangan says. “I find the best way to determine whether a lead is quality or viable is to talk to them either in person or on the phone. It’s really important to respond to a lead quickly. I try to call within 30 minutes. If they answer the phone, that’s a good sign.”

Lewis Jones, managing broker at Coldwell Banker – Lakeview, takes a similar approach, focusing largely on referrals to bring in leads.

“I’m a big believer in contacting people you know in your sphere of influence,” Jones says. “I think if you contact people you know, they’re going to be supportive of your business and supportive of helping you out. Everybody is either looking for a place to live or knows someone who is looking for a place to live. If you talk to people you know, that’s going to get you business.”