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The Daisy Chain Reaction Technique

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The Daisy Chain Reaction Technique - By Ken Brand Perpetual Referrals Unfurled

At first blush, what I’m sharing may smack cheezy.  Cheezy as in hairy-chested, gold-chain-infested, Hasselhoff-esque infomercial.  Hear me out.  Please.  

If you choose to use the Daisy Chain Reaction Technique during, not after your listing and selling transactions, you can expect to unfurl perpetual referrals.   [Whad-a-ya think about my Daisy Chain name?  You know Evian is Naive spelled backwards right? And last, that sentence reads cheezy, right?] Sweet  Baby Jesus.

Every time a buyer or seller chooses YOU and agrees to exchange $1,000’s of their dollars for your services, you have the absolute best opportunity to respectfully, conversationally and with permission, ask for referrals and recommendations during the transaction.   Not at the closing or heaven forbid, after the closing.  You have this opportunity because you’re trusted, liked, respected and you’ve delivered Super Hero results.

WHOA!  Before we shuffle another step – all this perpetual referral unfurling and Daisy Chain Reactioning, doesn’t  happen accidentally or supernaturally like spontaneous combustion.  Success is predicated (cool big word eh?) on delivering WOW style results and kept promises.  

Let me say it another way, if you suck and you’re lazy and you’re serving crap sandwiches and calling it steak, you’re dismissed and this won’t work for you. Scram

Still here?  Sweet.  Let’s talk about how.  Then if you can stomach it, or you need a chuckle,  a video semi-example.  [ Shrug, I’ve got a new chrome HD flip. Learn from my mistakes. Now we can all be a Tarantino or Oprah or a movie star. Woo-Woo! ]

The Daisy Chain Reaction Technique

During the transaction buyers and sellers are all a-twitter about real estate.  They are swapping real estate experiences with everyone they talk to.  During the transaction, they’re hyper aware of friends who are thinking of making a move.  If you handle yourself majestically, you can detonate a Daisy Chain Reaction of opportunity.

Here’s how:

1. Attract a paying customer – duh.

2.  Make your compelling, persuasive, presentation of services.

3.  After you’re chosen, hands shake, smiles exchange and the Listing/Buyer Agreements are signed, pause, thank them again and in your own words share that you appreciate their trust and confidence and you’ll keep all your promises or they can fire you on the spot.  

4.  Share (in your own words) that to make sure you’re on track and they’re pleased, from time to time you’re going to ask them how you’re doing. [This will allow you conversational leverage future “Thank Yous”.]

5.  Share (in your own words) that your goal is to create an experience that is better than they expected, if one of their neighbors or friends or co-workers asked them how it was going, they would say YOU rule.   And if anyone asks for a realtor recommendation, they’d say you’re THE  Go-To Woman for all things real estate.  

6.  The hard part – deliver crazy, audacious, on-time as promised actions.  

In steps 1 – 6 you’ve positioned yourself to conversationally ask for referrals and recommendations during the transaction.  Deliver strong, wait for the “thank you” and take these next steps.

7.  When your clients say “thank you” [ For example, after progress reports, showing appointments, contract presentation, contract negotiations, option period expirations, etc, etc.] respond naturally and say, “Thanks for the compliment, you’re welcome!”

8.  Immediately follow up with with something that sounds like this, “It sounds like you’re pleased and things are going well?” and  remind them of your earlier conversation (Step 5.), then ask for a referral recommendation.  (If you’d like to hear more about what this step might sound like, watch the video below.)

9.  If they share a referral, congratulations.  If they don’t, no worries, thank them and rock on.

10.  Lather, Rinse and Repeat Steps 7 -10, at every significant milestone and enthusiastic “Thank You”.  I imagine you might ask 5 or 7 times during the transaction.

Does It Work?

Let me know if it works for you.  I know this, if you always do what you’ve always done, you’ll always get what you’ve alway gotten.  In other words, if you have clients and you do a fantastic job and your clients say thank you, then you have earned the privilege of asking for referral recommendations during the transaction.  If you’re asking for referrals infrequently, awkwardly at closing or worse, sometime after closing, you’re self strangling your prosperity.

Follow Steps 1 – 6  and you will have set the stage for asking conversationally and respectfully.  Follow Step 7 – 10 and allow your delighted clients to help you take excellent care of their friends and family and grow your prosperity. Follow Steps 1 – 10 and you’ll unfurl a chain reaction of perpetual referrals.

I didn’t include specific written directed scripts/dialogue because I thought I’d be tedious to read.  I thought it’d be mo-better to record them instead.  If you’d like to hear what Steps 1 -9 might sound like, watch the video below.  Understand, I’m not advocating the use of my words, use yours.  I am a believer in perfect practice and the more familiar you are with what you’re going to say, the more persuasive, crisp and beneficial your conversation will be.

My hope for you is that a slight shift in your strategy will allow you to speak perpetual referrals into existence…which is actually the easy part. The hard part is delivering referral worthy results. I know you can do both.

Thanks for reading.  You RULE.  Here’s the video.

The Daisy Chain Reaction Technique. from Ken Brand on Vimeo.

Photo Credit:  Daisy in the sky..without you. by *ViOLeTjaniS on deviantART

Ken Brand - Prudential Gary Greene, Realtors. I’ve proudly worn a Realtor tattoo for over 10,957+ days, practicing our craft in San Diego, Austin, Aspen and now, The Woodlands, TX. As a life long learner, I’ve studied, read, written, taught, observed and participated in spectacular face plant failures and giddy inducing triumphs. I invite you to read my blog posts here at Agent Genius and BrandCandid.com. On the lighter side, you can follow my folly on Twitter and Facebook. Of course, you’re always to welcome to take the shortcut and call: 832-797-1779.

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6 Comments

6 Comments

  1. Joe Loomer

    May 18, 2009 at 8:23 am

    Ken,

    Great post, great video, great advice.

    It also helps when the other side of the transaction does not provide the level of service that you do, or you exceed expectations because of the previous experiences of your clients.

    These ground rules are truly inspirational and speak to the bottom line – hard work pays off.

    You had me spitting coffee on my monitor with your efforts to get “unfurl” out ;).

    Navy Chief, Navy Pride

  2. Louise Scoggins

    May 18, 2009 at 9:22 am

    Great post, love the video! I think asking for referrals is something so simple that you can do WHEN you’ve done a great job and your clients are pleased. If your clients like you and like what you’ve done, they are a hot lead for other potential prospects. Thanks for reminding us of that!

  3. Missy Caulk

    May 22, 2009 at 7:41 pm

    When the opportunity presents itself with a thank you, that is the best time to ask. So easy once you get the technique and make it your own.

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Business Marketing

No-reply emails don’t help customers, they’ve run their course

(MARKETING) No-reply emails may serve a company well, but the customers can become frustrated with the loss of a quick and easy way to get help.

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no-reply mail boxes

Let me tell you a modern-day horror story.

You finally decide to purchase the item that’s been sitting in your cart all week, but when you receive your confirmation email you realize there’s a mistake on the order. Maybe you ordered the wrong size item, maybe your old address is listed as the shipping location, or maybe you just have buyer’s remorse. Either way, you’ve got to contact customer service.

Your next mission is to find contact information or a support line where you can get the issue resolved. You scroll to the bottom of the email and look around for a place to contact the company, but all you find is some copyright junk and an unsubscribe option. Tempting, but it won’t solve your problem. Your last hope is to reply to the confirmation email, so you hit that trusty reply arrow and…nothing. It’s a no-reply email. Cue the high-pitched screams.

Customers should not have to sort through your website and emails with a microscope to find contact information or a customer service line. With high customer expectations and fierce ecommerce competition, business owners can’t afford to use no-reply emails anymore.

Intended or not, no-reply emails send your customer the message that you really don’t want to hear from them. In an age when you can DM major airlines on Twitter and expect a response, this is just not going to fly anymore.

Fixing this issue doesn’t need to be a huge burden on your company. A simple solution is to create a persona for your email marketing or customer service emails, it could be member of your team or even a company mascot. Rather than using noreply@company.com you can use john@company.com and make that email a place where your email list can respond to questions and communicate concerns. Remember, the whole point of email marketing is to create a conversation with your customers.

Another great strategy for avoiding a million customer service emails where you don’t want them? Include customer service contact info in your emails. Place a thoughtful message near the bottom of your template letting people know where they can go if they’re having an issue with the product or service. This simple change will save you, your customers, and your team so much time in the long-run.

Your goal as a business owner is to build a trusting relationship between you and your customers, so leave the no reply emails behind. They’re annoying and they might even get you marked as spam.

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Business Marketing

Influencer marketing isn’t new, it’s actually centuries old

(MARKETING) You may roll your eyes at sexy strangers hawking snake oil on social media, but influencer marketing is nothing new…

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Influencer marketing people taking video on a smart phone to record dances.

Influencer marketing is now one of those buzzword phrases that you can’t go a few days without hearing. In fact, it’s become such a popular term that it was officially added to the English Dictionary in 2019.

While this is a recent change, the concept of an influencer is nothing new. For years, people have looked to friends and family (as well as high-profile people like celebrities) to be influenced (intentionally or unintentionally) about what to buy, what to do, and where to go.

Social Media Today notes that influencers date back centuries.

One of the first “influencer” collaborations dates back to 1760, when a potter by the name Wedgwood made a tea set for the Queen of England,” writes Brooks. “Since the monarchy were the influencers of their time, his forward-thinking decision to market his brand as Royal-approved afforded it the luxury status the brand still enjoys today”

Now, influencers are known as people blowing up your Instagram feed with recommendations of what to wear and stomach flattening teas to buy. Influencers are basically anyone who has the ability to cultivate a following and, from there, give advice on how followers should spend their money.

After the 1760 tea set influencer, influencers were found in the forms of fashion icons (like Coco Chanel in the 1920s, and Audrey Hepburn in Breakfast at Tiffany’s), celebrity endorsements (for example, all of the money Nike made in the ‘80s after signing Michael Jordan to be their spokesperson – I wonder if Hanes is raking in the same bucks as Nike…), TV stars endorsing products (like Jennifer Aniston when she was at the height of “The Rachel” cut and became the face of L’Oreal Elvive; now she’s the face of Aveeno).

Then in the mid-2000s, blogs became a space where “everyday” people could use their voice with influence. This trend has continued and has shifted into social media, usually with a blog counterpart.

Now, blogging and influencing is an industry in and of itself with influencer marketing being a key form of comms. According to the HypeAuditor report, the influencer industry will be worth $22 billion by 2025. Where can I sign up?

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Business Marketing

The use of offline marketing can still be advantageous in a digital world

(BUSINESS) Offline marketing is usually skipped over nowadays for the sparkly, shining ‘digital’ marketing strategies, but don’t forget the roots.

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offline marketing billboard

Everywhere you look, people want to talk about digital marketing. In fact, if you don’t have a digital marketing strategy in today’s business world, you’re not going to last long. But just because digital marketing is popular, don’t assume that offline marketing no longer yields value.

When used together, these strategies can produce significant returns.

“Some people will argue that traditional marketing is dead, but there are several benefits to including offline advertising in your overall marketing campaign,” sales expert Larry Myler admits. “Combining both offline and online campaigns can help boost your brand’s visibility, and help it stand out amongst competitors who may be busy flooding the digital space.”

How do you use offline marketing in a manner that’s both cost-effective and high in exposure? While your business will dictate how you should proceed, here are a few offline marketing methods that still return considerable value in today’s marketplace.

1. Yard signs

When most people think about yard signs, their minds immediately go to political signs that you see posted everywhere during campaign season. However, yard signs have a lot more utility and value beyond campaigning. They’re actually an extremely cost-effective form of offline advertising.

The great thing about yard signs is that you can print your own custom designs for just dollars and, when properly stored, they last for years. They’re also free to place, assuming you have access to property where it’s legal to advertise. This makes them a practical addition to a low-budget marketing campaign.

2. Billboards

The fact that you notice billboards when driving down an interstate or highway is a testament to the reality that other people are also being exposed to these valuable advertisements. If you’ve never considered implementing billboards into your marketing strategy, now’s a good time to think about it.

With billboard advertising, you have to be really careful with design, structure, and execution. “Considering we’re on the move when we read billboards, we don’t have a lot of time to take them in. Six seconds has been touted as the industry average for reading a billboard,” copywriter Paul Suggett explains. “So, around six words is all you should use to get the message across.”

3. Promotional giveaways

It’s the tangible nature of physical marketing that makes it so valuable. Yard signs and billboards are great, but make sure you’re also taking advantage of promotional giveaways as a way of getting something into the hands of your customers.

Promotional giveaways, no matter how simple, generally produce a healthy return on investment. They increase brand awareness and recall, while giving customers positive associations with your brand. (Who doesn’t love getting something for free?)

4. Local event sponsorships

One aspect of offline marketing businesses frequently forget about is local event sponsorships. These sponsorships are usually cost-effective and tend to offer great returns in terms of audience engagement.

Local event sponsorships can usually be found simply by checking the calendar of events in your city. Any time there’s a public event, farmer’s market, parade, sporting event, concert, or fundraiser, there’s an opportunity for you to get your name out there. Look for events where you feel like your target audience is most likely to attend.

Offline marketing is anything but dead.

If your goal is to stand out in a crowded marketplace where all your competitors are investing heavily in social media, SEO, PPC advertising, and blogging, then it’s certainly worth supplementing your existing digital strategy with traditional offline marketing methods that reach your audience at multiple touchpoints.

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