Elizabeth Ward Small---Thank you for making so many positive comments about my referral business.  I'm probably not half as good with referrals as the rest of the world seems to think; but, since you blocked in the time for mentioning this revenue stream, I would like to share a small portion of what I think it takes to generate out-going referrals. 

Knowledge (your market, other markets, real estate companies, brokers, agents, buyers, sellers, relocation departments, regional variations of practice, real estate laws, etc); Confidence (that you can provide better service for a person than they can get on their own); Skill beyond the norm for your market; Networking to the point that you are considered the go to person (a HUB) not just in your market but in any market (to the point that your sincere interest in the lives of others causes them to have a sincere interest in yours).

Having the tools to research other markets is good.  Having the ability to recall much of the information gives you absolute confidence as mentioned above.  For example: I am absolutely confident that I can consistently provide somebody with better service from Arkansas than they can get from walking in the front door of an office in Dallas, Phoenix, New York, Los Angeles or any other market and if you don't think the customers don't recognize that, that is almost like saying that a horse doesn't recognize an inexperience rider.

Elizabeth Ward Small, your training reminds me of reference to a poem that I always want to say at the end of any presentation that I have given regarding my referral success and since presentations are my weakest strength it is something that I want you and everyone you lead to think about.  You are training in a manner where others do not have to learn everything the hard way throughout the years. You are showing others how to formulate an objective that can be met in a few months or years, instead of a couple of decades.  YOU are living and training like Rudyard Kipling wrote at the end of my favorite poem ABOUT filling the unforgiving minute with 60 seconds worth of distant run. THAT IS EXACTLY WHAT YOU ARE HOPING TO HAVE HELPED OTHERS WITH TODAY, for if every second was another measure of your success and the success of those you train in real estate, some of the things mentioned could impact the entire minute. 

Thanks again Liz.