In this video we discuss strategies for finding the right
agent to serve your clients when moving to or from another area.
As much as we would love to be able to refer clients who have out-of-area real estate and downsizing needs to a Certified Senior Housing Professional®, we still have a way to go before we cover the entire map with CSHPs and graduates of Success in Seniors Real Estate courses.
So, what do we do until then?
It’s important to remember that as CSHPs, we are still the HUB of the transaction, even if we are referring a client for services in another area. In order to ensure the client the best possible experience and to make our own jobs easier, it’s important to make a good referral to begin with!
Here are three place to start when you can’t find a CSHP that’s a good fit for your client:
- Ask experienced and reputable agents in the area who they might know that you could call. In many cases, agents have ongoing referral relationships with agents in neighboring cities or within the region they network and attend trainings. This doesn’t mean the referral is the RIGHT agent, but it’s a good place to begin.
- Contact a Senior Move Manager® in the city you are making the referral. You can go to the National Association of Senior Move Managers (NASMM.org) or Caring Transitions sites and search their directories. Move managers often know the agents who are senior-centered in their markets, or they may also have real estate practices that work in concert with move management services.
- Refer to the directory of SRES agents. Yes, you read that correctly. There are many Senior Real Estate Specialists® in addition to CSHP’s across the country that are both reputable and experienced.
Now you have a name or two (or three) and it’s time to do your DUE DILIGENCE to make sure the agent is a smart choice.
Here are a few recommendations for checking out the possible referral agents you have located:
- Talk to them in person by phone or via video conference. You can learn a lot about a person and their level of professionalism and knowledge when you talk IN PERSON. This is a far better way to interview someone than simply relying on text messages, social media, or someone else’s word.
If it’s hard to get them to talk with you in person, chances are that is how the client would experience them if you should make a referral.
- You can always ask for references if you feel that is important to you and/or your client.
- Take a moment to review their social media and web pages. Do they look and act professionally and are they someone you feel would align well with your client?
Just remember, making the handoff also means verifying they connected and staying in touch to ensure the client is happy with their services.
Ready to JOIN THE CSHP COMMUNITY?
Ready to take your skills to the next level and add another layer to your referral network?
Join us for Success in Seniors Real Estate Parts 1, 2 and 3 and earn your CSHP!
Classes are available on-demand or in-person in select cities throughout the year.