We recently read Duct Tape Marketing Revised and Updated by Josh Jantsch.*** As you might expect, the book is filled with creative marketing ideas. The book highlights an important part of our knowledge base that we wish people would use more often: referrals.*
We know a lot of people. Tons. Although most people in a field can do the same work for you, some truly set themselves apart by going the extra mile for their clients; we are happy to point you towards professionals who run a marathon.
We have spent years building these strong relationships and friendships. Do you know any realtors who have helped sellers get ready for a yard sale or told buyers where to do goat yoga, find amazing ethnic food and catch their favorite fish? We do! Do you know a CPA who isn’t afraid to give candid tax advice AND who will return your phone call on April 14th? We know someone! How about a family therapist that works with children coping with their parents’ divorce? Yes, we know some local practitioners that we really respect. How about a mortgage lender who always answers calls and emails within the hour or who attends all closings just to say “thank you” to the buyer? We work with some amazing, local lenders that we would love to introduce to you! Do you need help from someone who has an expertise in an area of law that we don’t? Yes, we know other lawyers too. If you ask, we will even give you a referral for the best salad with grilled chicken, which is a lunch time favorite in the office, in North.
Please don’t be afraid to ask.
John & Faye
*** Long before we read the book, one of our realtor friends got us thinking about writing a piece about referrals. He was working on the other side of a transaction and called our office late afternoon on a Friday to ask a quick question. We called back a little bit later from a cell phone. We didn’t think anything of it until he asked, “This is your cell phone number? You don’t block your number when you call realtors?” When we answered that it was and that he should always feel free to call us on it, he seemed surprised; something so simple was missing in his previous lawyer referrals and it was, apparently, something that he had accepted as normal. Maybe it is the norm and we aren’t normal (insert so many wise cracks here). Maybe we raised the bar and ruined other attorneys for him, but we are thrilled to have earned his respect, adoration and referrals, just by just being ourselves.