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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  SALES MEETING TOOLKIT:
RAMPING UP REFERRALS
 

Ramping Up Referrals, Introduction

Component 1:
Facilitator Talking Points

Component 2: Agenda

Component 3: Handout 1, Ten Ways to Build your Referrals

Component 4: Activity 1, Referral Sources Activity Sheet

Component 5: Activity 2, Notes on Spreading your Web

Component 6: Handout 3, Internet Referral Checklist

Component 7: Handout 4, Tips for Handling Corporate Relocation Referrals

Component 8: Other Resources 		  Referrals can be a great source of business; the fact that 28 percent of real estate firms belong to referral-relocation networks (according to the 1999 NATIONAL ASSOCIATION OF REALTORS® Profile of Real Estate Firms) demonstrates how important referral business is to some companies. But referrals are far from an easy home run. More than 40 percent of the companies responding to the NAR survey refused referrals because of the size of the commission.

Use this tool kit—including a ready-to-go agenda, activities, and talking points—to help expand your referrals and to avoid unpleasant surprises from after-the-fact referrals when you work with relocation clients.

Each element of this tool kit is numbered at the top of the page so you can easily move through the content chronologically.

Component 1: Facilitator Talking Points >