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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 5: Activity 2, Notes on Spreading Your Web

Although many real estate professionals now have Web sites, not all are successful at generating business. Each of the sites selected below generates a significant number of referrals that result in transactions. Analyze these sites to help you gain the same results from your Web presence.

1. Chris Newell’s site has transferred many classic prospecting techniques, such as offering a wide variety of free reports to buyers and sellers, into an electronic format. He uses short summaries of key points in each report to draw people in. Then provides an e-mail response form and an “e-mail to a friend” button on each report page.

2. Judy McCutchin’s dallashomes.com site combines good content with a strong sense of personality and fun to keep surfers on her site. Her “spokesdog,” Chester B. Chatsworth, reviews restaurants in her section on the Dallas metroplex and offers his own tips under the buyers and sellers sections. McCutchin updates her site every day with new listings.

3. One-stop shopping in an easy-to-use format is the big pull of Vern & Audrey English’s www.tampabayarearealestate.com site. Links let visitors calculate costs, research financing, learn about the community, and link to local companies. The user-friendly menu makes the site great for even novice surfers.

4. The magnolias and classical design of Judy Niemeyer’s site echo the Southern grace and charm of the Mobile Bay, Alabama, area she serves. The site sells the area with a poetic description of each season in the region, a slide show of the scenic coast, maps, and school information.

Component 6: Referral Sources Activity Sheet >