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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 7: Handout 4, Tips for Handling Corporate Relocation Referrals

1. Always ask any out-of-town prospects if their company is transferring them. If the answer is “yes,” ask about the specific provisions of their corporate relocation package.

2. Contact the relocation company to determine its exact charges and requirements. This research will help you decide if you want the business before you spend too much time.

3. Evaluate how large the transfer business is in your community. If it’s a significant part of the market, forming a relationship with a relocation company may be worthwhile. Remember, according to the U.S. Census Bureau, 8.17 million people moved across state lines in 1999.

4. Know your state law. A few states prohibit any referral fees; others do not allow them once the purchase contract is signed.

5. If you received a referral directly from a company in another state, investigate the laws in that state on paying referral fees.

6. Provide the employee’s company with weekly updates of activities on service you are providing to their employees to convey your professionalism and hopefully gain future business.

6. If any disputes arise—particularly with a relocation company—take your complaint to the Employee Relocation Council, which offers dispute-resolution services.

Component 8: Other Resources >