BUILDING REFERRALS

Networking is a cost-effective way for real estate professionals to market themselves and build referrals. To network successfully, agents should set a goal to meet and talk about real estate with a certain number of people, handing each individual with whom they talk at least two business cards. Agents would be wise to answer questions about what they do for a living in a creative fashion, which often prompts people to ask more questions about their job. They should have a marketing pitch that can be delivered in no more than 30 seconds, focusing on the emotional aspects of buying and selling homes in the hopes that the person they are speaking to will be interested in such services. After an individual expresses interest, agents should be able to provide them with marketing materials and set a follow-up appointment. Finally, they should be willing to provide referrals to others in the hopes that they will obtain referrals in return, and most importantly, have a good time talking to other people.

Source: RISMedia (01/22/08) Sparta, Kelle
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