EPMEPM: Ask The Expert

Ask the Coach: How to work with your sales team to generate referrals

Ready to help with no question too big or too small is the expert coach from Real+, Kate Benjamin.

Q. How do I foster a better relationship with my sales team to generate referrals? 

The first question a sales person will ask is ‘What’s in it for me?’. Salespeople have a job to do: they must list and sell homes to get paid. This is their number one priority.

So how do we make it attractive to refer across those all-important investor leads? The answer is simple – give to gain.

Whilst a sure-fire way to grab their attention is to offer a monetary incentive, there are other ways to get the message across. Here are just a few to get you started:

  • Keep it simple; make sure the team understands that lukewarm, possible investor leads are 100 per cent acceptable and that you require only a name and number to follow up a lead.
  • Consider an office leaderboard and turn referring into a competition – salespeople are competitive by nature. Report on this in a public forum on a weekly basis. This may be done by sending a group office email or at the weekly sales meeting. Consider offering a monthly or quarterly prize for both converted leads and/or leads passed across.
  • Always treat your referrers as you would a VIP client. When they do send leads your way, make sure you keep them up to date with progress and demonstrate how diligent you have been with your follow-up.

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Kate Benjamin

At REAL+, Kate Benjamin focuses on linking business needs to highly desirable outcomes around team, client engagement and rent roll growth. For more information visit realplus.com.au.