Sam  Green

Sam Green

Broker of Record

HomeLife Classic Realty, Brokerage*

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Let’s admit that giving a referral has its complications.

As the Broker/Owner of HomeLife Classic Realty Inc., Brokerage, and as the previous Manager of several other offices, I have been approached over the years, and am still being approached to let sales people from all types of businesses come to my training seminars to introduce themselves and promote their products or services.

In essence, by letting them in, I am giving the impression that if I am not outright promoting them, I am at the very least, giving them my stamp of approval. It’s sort of like a referral.

Obviously, (and this is just an aside), I don’t just let anyone into my training seminars. I interview them first and if I determine that there is value for my agents - that my agents stand to gain something out of it other than just getting hit up for their business and their hard-earned dollars.

When I treat someone like a referral by endorsing their product or service, I put my own reputation on the line. And when a person gives a referral to another person, like a realtor, that person is endorsing the realtor. What happens if that match doesn’t work out?

It’s not just a bad taste in your mouth. IT’S A DISASTER! THAT’S WHAT!

This is dangerous territory, people. And yet, everyone who teaches salesmanship falls back on the most important trick in the sales bag of tricks is to ask for a REFERRAL. Right?

Why? Because it’s the best source of business. You are being introduced as someone who can be trusted, to a person who is likely going to need your product/service, by someone who has either used your product/service or has been told about your product/service by someone who was happy with you. It’s a testimonial – personal and powerful. Word gets around.

Reputation by association, just in case you were wondering.

It’s powerful but also dangerous – for both sides. Dangerous for the one giving the referral because if it backfires it can be the end of a friendship. Dangerous to the one receiving the referral because (as I said it before) – WORD GETS AROUND! Start looking for another career.

This is why when someone asks for a referral, that person MUST be prepared to treat that referral like the most important person in the world. We must protect the person giving the referral. We must protect our own reputation.

If a referral is the best source of future business it should not be taken lightly. So, I restate to the person getting the referral, treat it with the utmost respect. And I also say to the person giving the referral, don’t give it lightly. Make sure you don’t lose a friend or a reputation by referring someone in whom you do not have 100% TRUST.

Sam Green B.A., Broker of Record 


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