Searching for the right home can be a lengthy and stressful process. Buyers, builders and sales agents are often forced to deal with each other for weeks, sometimes months. It can be difficult for contractors and agents to set boundaries and maintain a beneficial working relationship, but it is imperative for the success of their business. Creating happy clients is the equivalent of free advertising; word of mouth is powerful publicity. Buyers who are fully satisfied at the end of the home search process are capable of generating a great deal of future business for builders and sales agents.
There are several approaches to referrals. They can happen naturally, as happy clients start spreading the word. In order for this to occur, builders must take an honest approach. Being straightforward with a potential buyer is the best way for a builder or sales agent to earn respect and trust. If there are problems with the home – or future trouble is anticipated, as in the case of new construction – the buyer has the right to this information. By attempting to conceal shortcomings, builders and agents run the risk of scaring off potential clients and referrals. Communication is key; the happier the client, the better the recommendation.
Meeting and managing the needs of buyers is imperative. A buyer who has a great experience with a builder or agent will forward every detail to family members, friends, co-workers and acquaintances. However, the same rule applies for a bad experience. Regardless of the events that take place or how challenging a buyer becomes, contractors and sales agents need to remain fixated on the power of referral. It does not take long for one outstanding company to become admired in a particular neighborhood and surrounding areas following one successful transaction.
Many builders and agents find it beneficial to implement a referral program. This provides buyers with incentive to spread positive information about the business or company. The motivation can include anything from a future discount to a cash bonus. Clients are very likely to refer their contractor or sales agent to others if it will result in an additional bonus. It is also a great way to keep buyers happy straight through to the end of the project and remind them that their opinions are valued.
With technology at the realm, there is no limit to the influence of online referrals. Several websites exist that encourage clients to leave feedback about a particular company, which can result in either positive or negative exposure. In any case, responses spread like wildfire. Thanks to the Internet, buyers are now able to recommend their builder or agent to complete strangers, creating not only a valuable reference to the world of home buying and building, but also a huge resource for referrals.
Every successful builder and agent flourishes for the same reason; they have worked hard to make a name for themselves and their efforts are appreciated and acknowledged by those involved in their projects. By creating a pleasurable experience for buyers, contractors and sales agents can reap the rewards for months and years to come. A happy buyer equals great response, and great response leads to great referrals.