Building Your Agent Channel

One of the most under-utilized methods of marketing your business is the Agent channel.

Agents in Canada are supposed to recommend at least 3 professionals if asked. Sometimes a wink goes along with the card. If they are going to deliver that wink, you want that wink to be for you! Here are some tips for getting all these Agents working for you.

1.       Meet them.

Agents are more likely to refer people that they know. You need to get to know them. Drop by their Open Houses (don’t get in the way). Bring them a coffee or a cold drink. They will appreciate it. Don’t forget to leave behind cards and brochures.

2.       Give them a Gift Certificate for an amount off an Inspection.

Agents are small-business owners just like you. They are looking for ways to look good to their clients. If you give them something they can pass along, they will be happy to do so!

3.       Don’t forget them afterwards.

You got a job because the Agent gave out your gift certificate. Make sure you thank them, whether it’s a call, a note or sending them another gift certificate to show that you appreciate the referral.

4.       Get into the offices.

You need a presence in the office. Agents meet their clients there all the time to sign offers. When the Buyer asks about Home Inspectors, many agents will head to the back room and grab whatever catches their eye from the pile of brochures and cards. Make sure you are in the pile. If you are comfortable doing seminars on topics of interest, that's a great way to get in there too.

5.       When you meet an Agent for the first time ask for their card and ask them what they specialize in.

Agents are looking for referrals too. You know people. Who do you refer people to when they want to buy or sell? Ask the Agent if they have a type of property or area that they deal with. Ask for their card and refer them. It’s a networking world. An Agent who has a hope of getting a referral from you is more likely to refer you as well.

Building your business is hard work. It will take time and effort to get the Agents on your side. Once an Agent is comfortable with you and the work you do, they will refer you again and again.