The Referral Machine

By
Services for Real Estate Pros with Client Hub

Greetings!  My name is David Brewer and I wanted to introduce myself as a real estate agent with Prudential Montana.  That's the big cheesy intro line I am now using.

More commonly you may have heard me call and say "Hi (agent's name) this is David Brewer with Real Estate Referrals.  I have a client named (client's name) who called looking for an agent in (area).  Do you work that area quite a bit?"

As you may have guessed it is the beginning of a pitch to sell a paid lead service to one lucky agent in each area.  Some agents, myself included, like the idea of paying someone else to do your internet prospecting but many agents I've met are used to doing business differently.  They remember the old days when the phone would ring in the office and an agent could field a call rather than deal with people through the internet.  Many agents see our service as a way that we capture their business and sell it back to them.

I have personally sold over $500,000 of real estate leads and have just recently become a licensed agent.  I feel that I can relate to both sides, and I have a knack for helping sales people succeed.  This was interesting for me since I was selling a lead service to sales people, and I was training sales people to sell the service at the same time.

Since I am one of those weird people who loves to sell, especially over the phone, I don't mind pitching my service over and over, despite consistent negative attitudes regarding referral networks.  Or any other service including commission based real estate. 

RECR.com has a wonderful product that can save an agent valuable time, and produces a constant stream of legitimate contacts with people looking to buy or sell real estate in your local market.  A skilled sales person can take advantage of those contacts and convert them into paying customers.  Unfortunately it is not going to be the pot of gold that a slick telemarketer, like me, will often present it as, plus there is a significant amount of what I call ‘Luck Skill.'  The definition of luck is when opportunity and preparedness meet.  This does give you plenty of opportunities and a great return on your investment if you get lucky.

Now I do consider myself a specialist in referrals, having literally worked with thousands of buyers and sellers, plus made associations with over 500 real estate agents in the US and Canada to work with those prospects. 

In addition to being one of the key players with Real Estate Referrals, I have actually visited many of the west coast lead operations including HomeGain, Reply, Househunt, Housevalues, and Just Listed.  I assumed that selling real estate in my local market would be a logical next step, and would compliment my work over the past few years.

At the risk of sounding like a cheesy introduction letter that is so common in real estate, I wanted to start my blog by introducing myself to you and giving a little info about myself.

In addition to my experience as a referral agent, I have spent many years in telemarketing and internet marketing both in sales and management as well.  Having owned my own business and been exposed to real estate, I know that business is all about relationships.  Since who you know is very important I am looking forward to meeting you all.  If you have any questions regarding my services don't hesitate to contact me.

Kind Regards,

David Brewer
Prudential Montana
[d] 406.329.2060
1020 South Ave W
Missoula, MT, 59801
david.brewer@prumt.com
www.daveknowshomes.com

Comments (3)

Jimmy McCall
JimmyMcCall.com - Cunningham, TN
The Ex-Mortgage Consultant

David,  Welcome to Arctive Rain and congratulations on your first blog post.  Good luck and happy blogging.

Jun 24, 2008 01:49 PM
Sonja Babic
Sonja Babic/PRIME Realty NC, LLC - New Bern, NC
New Bern NC, PRIME Realty NC, LLC

Hi, Sonja Babic with Prudential Clear Water Realty is your New Bern and North Carolina Real Estate Broker! Looking for waterfront, historic or golf? We have it all! Conveniently located and with so much to offer New Bern is a great place to work, play and retire!

 It is very hard to recognize serious referrals from all the bogus web sites out there.

Jun 24, 2008 01:49 PM
Vicky Chrisner
Fieldstone Real Estate - Leesburg, VA

Thanks for your insight into Real Estate Referrals - I just turned them down today, explaining that I don't pay for leads, I will gladly pay for referrals.  You are familiar (now that you're licensed) with how to get paid on a legitimate referral, right?  Keep me in mind for Northern Virginia - about 80% of my business is referral based, and about half of that is agent to agent referrals.  I am looking to gather agents - perhaps one for every county in the US - to be my preferred agent for referrals to that area.  It's a long term goal, but I have a pretty big dent in it.  I don't think we have anyone in Montana, yet... so go make some sales and then come tell us about it!  I'd love to hear what you do well and not so well along the way.  Remember, screwing up is a great opportunity to learn, just don't work without a safety net - these are people's lives you're working with here.  It's not just a sales game anymore, you've become a consultant, and one that needs to be fully trustworthy.  These are the most important decisions of your clients lives.  Don't take that lightly.

FYI - I was on the fence about RE Referrals until they called me 12 times in 24 hours.

Jun 24, 2008 01:57 PM