We all have Realtors in our community that we run into at events and feel comfortable chatting with but they don't send us business. I recently decided to step outside my comfort box just a bit and ask for the business. I had seen Perry at a WCR bowling tournament and then the next day at our local Realtor board office during key box exchange where I had taken refreshments. We talked for a few minutes, and I found out he spent summers growing up fishing in Alaska where I grew up. (I love finding connections!)
A few days later, I was saw Perry again. This time, I put on my big girl pants and said "Who do you use for your mortgages?" He mentioned another local company and so I said "They are great, but I would love to work with you. Any chance we can do a deal together?" His response was very positive and so my next step is to get him to lunch.
In this business, it is all about asking the right questions and then taking action to deepen referral relationships. I encourage you to reach out to Realtors that are not sending you business and ask for it. But don't stop there. Follow up with emails, a handwritten note, phone calls and lunch. Then you can sit back and rake in the referrals.