Not every client lead is a home run — many, in fact, are duds.

Similarly, not every contractor referral from colleagues is a good fit.

However, in both cases, there’s only one, appropriate response from the Realtor on the receiving end:  a heartfelt “Thank You!”

Rationale

There are two reasons for that.

One. If you want more of something . . . encourage and reinforce it. 

Just like improv comedians are trained to always build on their partner’s riffs (“Yes, Please!”), Realtors who want clients and colleagues to refer them leads and contractors, respectively, need to be properly appreciative.

That is, if the Realtor wants to continue to receive leads and contractor referrals.

Two. Burden to qualify.

As a sales professional, it’s always the Realtor’s job to efficiently qualify the prospect — their motivation, financial wherewithal, personality fit, etc.

If a prospect or lead doesn’t pan out — and many don’t — that’s simply part of the process.

See also, “What Do Realtors Borrow From One Another?”; “Realtor Referrals”;”Doing Due Diligence on Small Home Builders“; “Realtor Referrals – Outgoing”; and “How NOT to Get Repeat Referrals.”

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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