Help! Realtor referral question...

[pgirten]

Clinton,

What works best in my area is to schedule an appointment with the broker to do a 5 to 10 minute presentation at one of their weekly sales meeting. You should ask the broker how many realtors will be attending and you bring that many copies of your sample reports for them to have. Additionally, come well equipped with bagels, pastries, and donoughts.
As far as the established realtors, you'll get a couple of them who will try you, and that's OK. It's the ones who are new you want to build a relationship with.
Another avenue to take is to register with the local Association of Realtors and volunteer to talk with the newest batch of realtors about home inspections during their seminars. These realtors who are brand new have no idea who to use, but they'll remember you from your presentation because you will have already handed them your card.

Good luck!

[Carla Starkie]

Sorry to bring up an old thread, but I have a little something to share here after being a Realtor for 8 years.

As a Realtor I have always run my business by referral. The point is to always be "top of mind" with your customers, so that they automatically think of you when they think "Realtor" or "Home Inspector". That isn't going to happen with one presentation. Statistics show that you have to have up to 9 interactions with someone before they remember you well. Many real estate coaches recommend that we have a "touch" with each of our clients 30 times per year in order to stay top of mind. We accomplish this with monthly mailers, monthly check-in calls, meetings, e-mails, and (very important) hand-written note cards and pop-bys. When it comes time to call a home inspector, a Realtor is most likely going to refer someone who's information is top-of-mind and most convenient. You can send out an e-mail tip every month, birthday cards, etc. Call every so often to see how they are doing. Send thiank you cards after they send you a referral. The trick is to have a better relationship with them than any other inspector. In my experience- no-one does it. In my area VERY FEW Realtors are loyal to an inspector simply because no-one has bothered to build a relationship with them. It's not rocket science. I assume that if you get about 100 Realtors that you have a good relationship with and you would do great. Build the relationships one at a time until you get there.
About the pop-bys: That would be a personal visit about once a quarter to your Realtors. Bring them a little tid-bit- even if it's just a note pad or pen with your company name or cookies at Christmas time. Make sure you deliver it in person.
If Brian Buffini (the nation's top real estate trainer) ever comes to your area, GO! There will be hundreds and hundreds of Realtors there, and he teaches a 2 day seminar on building your referral business. It will be the best money you ever spend. The website is www.buffiniandcompany.com if you want to see when he is coming to your area.

Hope that helps.

I am fishing around the site because I am trying to talk my hubby into becoming a home inspector. He is a master electrician and general contractor, but he is always throwing stuff in for free, spending more time on jobs than he planned, and letting people talk him down (a lot) on his bids. I figure that with home inspecting he will have fixed prices and the amount of time a job takes will be much more predictable. If someone talks him down 25%- that cuts his profit in half since his bids include materials. If it takes him twice as long as he was planning- he ends up just making 25% of what he should have made. He has done electrical work for dozens of Realtors in town, and I'm betting that we already know close to 100 who would send him referrals.

[Christopher Currins]

Thanks Carla, it was nice to get a professional point of view and tips from the other side.

[iniquette]

thank you Karla. Good input from a realtor. Hope your husband gives it a try, he may enjoy it.

[Rick K. Kie]

Hi all
I know where he is coming from! I am in the same boat, I have been told that so in so inspector supports there TV show and they wouldn't think of putting anyone else on there list. On a better note at our last board of realtors meeting the boards lawyer advised all the reltors to give a state list of inspectors or at least a few names (although they can say who they have good luck with) I think the Candy, pizza and doughnut thing as well as just being yourself and being in their face and talking to them will eventually pay off when the come to realize your a nice guy and a professional. Hang in there I am. Check out my new website AccHomeInsp.com

[David A. Andersen]

Lets look at it this way, Why should they put you on some list?

No one likes change when it is not needed.

You must fill a need before they go shopping.

What works best in my area is to schedule an appointment with the broker to do a 5 to 10 minute presentation at one of their weekly sales meeting.

Go to the top if you want on the list, if your going to ask.

When you work for a subordinate Realtor that is impressed with you, have them get you in the door and to the Top Dog.

I was around when this "List" thing came about in my area. This is the result of a scare tactic from RE Lawyers. This came from the "perspective" of a lawyer (we all know they think differently than the rest of the population).

The approach is flawed.

1. The Realtor is there to look out for the "best interest" of their client. Failure to refer or deter a service provider is NOT looking out for the interest of the client.

2. No list should exist, period. There is such thing as a phone book and the Internet. The whole issue is about a potential Realtors association with a HI to "Steer" the client and induce a sale (at all cost). This occurs at a very low percentage in most cases.

3. Realtors live on Referrals.
They want a Referral from you and everyone else when it comes time to buy/sell. Why should they Not refer you?

It is not that they are not allowed to refer you, it is a recommendation that they don't. They are Independent Contractors.

Back to the point; how do you get on the proverbial list?

As I said, you must market a need for your service. You must create this need and market it. Why would you pick one Realtor over another if you were listing your house for sale? You must create and fulfill a need. If you don't do this, you will be on a list that is no better than the phone book!

Why would you select a newbie Agent or car salesman over the seasoned vet? For one, they will work harder for you than anyone else.

The other day my wife called and had me swing by a car dealer to check out a "deal". It was 28 degrees outside with a 25-30 MPH sustained wind. Within 1 minute of pulling onto the lot, scanning the inventory, there was a knock on my window. I turned to see what looked like the Michelin Man!

They did not have what I wanted in stock. I have received 2 follow-up calls with updated information.

Why would I buy from him? Because when I ask a question he doesnt know, he goes and gets the answer. I not only have him working for me, I have the boss who is watching over his shoulder because he is new, making sure the sale is not blundered.

What would be your answer to; why should I use a new HI?

Mine may be; NACHI!
Though I am new, I have the experience and support of thousands of inspectors to draw upon. Where else can you get a better answer/opinion to a problem?

[iniquette]

Spot On!Go to the top if you want on the list, if your going to ask.
I recently ws trying to get inspections with a large office in my area, 2 years actuall off and on. I was sitting at the bar for an after dinneer drink with my wife when she asked me what time my inspection was the next morning. Anyway there was an agent sitting next to me I had never met. She started chatting me up, and next week I was in. Personally dropped off a report at the office, then got to meet the broker. He was really impressed with my report and must have liked me. 4 inspections from him in the last 2 weeks. Right place at the right time. But meeting the boss didn't hurt.

[Leonard R. Short]

Originally Posted by iniquette

Clinton,
I am new to interNACHI, so some may agree with me some may not. I have found with realtors, not to pander at their office. If you are there begging for inspections, that means you aren't out on a job. Direct mail works well in my area, may not in yours. I personalize it as much as I can, but I pretty much make my own stuff and print everything myself. Mail merge works very well for this. I also have a creative wife who loves doing this. So you may need to buy material, or print with someone. Also include testimonials in your letters to the realtors. It shows that you're out there and people like what you're doing. If you want an example of some of my stuff, message me and I will e-mail it to you. Hope this helped a little.

I would like examples of some of your stuff

[Patrick Krzemien]

My opinion is direct mailing and web presence are the two big ones. I think it's critical to get first page listing on all the major search engines. The money spent is well worth it. When you market to the buyers directly it's somewhat of a back door into the office. If your work is good it'll be passed around and referals will follow. Another thought is to obtain a list of new home sales in your county. Market to those approaching their one-year warranty period. Same principle as above.

[Larry M. Martin]

I was at our local home and garden show today and talked to one realtor about my company. After exchanging business cards he said, "You know how this works right? You refer me then I will refer you." WOW! This from one of the biggest real estate offices in my area.