We hope you enjoy the recording!
Handouts:
As promised during the webinar, here is link to all the referral tips discussed by Lisa, all in a handy electronic guide:
HERE
If the webinar piqued your interest and you want to sign-up for ReferralExchange you can go
HERE Make sure to use the Promo Code: AR100 to get a $100 off on the one-time activation fee for your account!
RECAP:
To end the month of March on a Rain-tastic note, ActiveRain University held yet another succcesful real estate education webinar on March 29, 2016 entitled "65 Ways to Grow Your Referral Business". The webinar was headlined by our gracious Community Evangelist, Bob Stewart, who hosted ReferralExchange's Vice President of Marketing, Lisa Fettner. The webinar had a rocky start with some audio issues (Why dost thou scorn us GoToWebinar?!), but despite all of this we were able to shift on the fly and finish strong!
So what is ReferralExchange and who is Lisa Fettner and why should you spend an hour of your precious time listening to her? Well ReferralExchange is considered as the eHarmony or Match.com of real estate. For those who are happily married or not familiar, those are the largest online dating sites and ReferralExchange works in a similar fashion where they match the three best agent to your client or lead. Although not necessarily the top agents in an area, these agents represent the best match for the client's needs. On the other hand, Lisa has over 20 years of experience in real estate and mortgage, working with numerous agents and analyzing what makes them succesful!
Approximately two-thirds of your business as a realtor will come from referrals and if you have no idea how to reachh out to your sphere of influence and expand your referral network you are either doomed to failure as an agent or have severely crippled income. The problem most agents have is they have no idea where to start and which people or groups are actually relevant to their business. Even if you could identify these groups successfully, do you know how to get your name in the mix and get a referral from them without being obnoxious?
Before you even begin expanding your network, ask yourself this, do people even know you're a realtor? Bob and Lisa began the webinar by touching on logo wear and how anywhere and everywhere people should be able to identify you as an agent! Do you wear a name tag? Do you have branded shirts or do you just walk around hoping people will ask? So first and foremost, wear your logo with pride and make sure that you are the real estate go-to expert for your prospects.
Lisa went on to discuss the different groups that make up your referral network which she divided into 8 groups:
- Friends, Families and Acquaintances
- Not So Chance Encounters
- Professional Contacts
- Service Contacts
- Business Focused
- Organizations, Associations and Groups
- Corporate Relocation/Partnership
- Advertising and Marketing
Needless, to say the approach to each group should be tailored to fit their needs and your relationship with each of them. You can't exactly talk to random strangers, offer them pizza and a seat at your home buying seminar or walk up to your dry cleaners and ask them to distribute your fliers for you! You're more likely to have your business cards in the trash bin than in their wallets! Subtlety is key and Lisa discusses exactly how to approach each of these groups effectively.
All in all, despite having a rocky start, the webinar turned out to be an hour of "Aha!" moments for everyone, making all who were in attendance realize just how huge their referral network is! As much as we wanted to fit all 65 types of individuals into the blog along with the specific approaches to each group, we would probably hit the word limit before we even get through half of it! So what are you waiting for? Get your name out there, engage your network and capture the 60+% of business that you've been missing out on!
and Thank you.
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