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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

  Component 2: Agenda

Welcome (1 minute)

Background and goals (2 min.)

Handout 1: Ten Ways to Build Up Your Referrals (5 min.)
Review some tips for increasing referrals among your clients and brainstorm some new ideas.

Activity 1: Where Do We Get Referrals? (10 min.)
Analyze the characteristics of your best referral sources to pinpoint new groups that may want your services.

Handout 2: Your Company Policy on Referrals (5 min.)
Review how non-salesperson-specific referrals are divided and referral commissions and fees are paid. Discuss any possible gray areas.

Activity 2: Notes on Spreading Your Web (10 min.)
Analyze these four successful Web pages to see what makes their referrals tick.

Handout 3: Internet Referral Checklist (5 min.)
Use this convenient checklist when responding to online referrals.

Handout 4: Tips for Handling Corporate Relocation Referrals (5 min.)
Learn early when you have to share your commission.

Adjourn.

Running time: 43 minutes.

Component 3: Referral Sources Activity Sheet >