1. REFERRALS Presented by Kimberly Stevens MODULE XI
Independently owned and operated

2. Technical tips for the LIVE webinar
Mute yourself at the start of the webinar
Unmute when you have a question (to reduce feedback noise).
Close all other programs running/open on your computer.
Ear buds plugged into your PC or laptop work best or to call in for the audio on our phone, both reduce feedback noise for us all.

4. Learn more about REFERRALS
Identify referral sources
Obtaining referrals
Maintaining referrals
Catapulting referrals
Using reviews for referrals

5. Networking Groups Banks NPI Corporate Identify Referral Sources
Real Estate Professionals
Residential & Commercial Agents, Investors,
RE Attorneys, Lenders
Past customers:
Residential & Commercial
Banks
Draws, BPO’s, foreclosures
Friends-Family-Groups church, sports teams, clubs
Relocation: Fidelity, RAL
First Insp., Globespec,
Field Service Companies
National list on web
Networking Groups
BNI, LeTip, Chamber, Board of Realtors, CAPHI, NACHI, ASHI
Contractors
Electricians, plumber, pool/spa, radon, termites
NPI Corporate
Commercial Draws and Inspections, Builder warranty

6. Activities to obtain referrals
Attend networking events and gatherings
Visit 15 real estate offices every 2 weeks with goodies
Book presentations at RE office meetings, even a 10min intro to your services with doughnuts is ideal to start
Reserve and man a booth at Real Estate Expos
Send fliers and newsletters to agents bimonthly
Connect & Participate with agents on social media
Be active as an affiliate member of the Board of Realtors volunteer for events, charities or roles.
Write thank you notes for every inspection
Market to the listing agent after each buyers inspection

8. Be ALL IN! Referral partner GROUPS Board of Realtors
Chamber of Commerce
BNI, LeTip or the like
ASHI, NACHI, CAPHI
Get the most out of GROUPS
Pay fees or dues on time
Attendance is a priority
Punctuality is a must
Volunteer for activities
Give referrals to others
Track referrals/earnings
Be ALL IN!

9. 1) Start with a contact list of agents from your Board of Realtors.
2) Our free NPI HUB is the place
to build, add and update your
contacts and to set up your
campaigns.
3) Build group lists in the HUB of
offices, commercial clients, draw
companies and past customers.
4) Keep your contact list updated and fill in personal notes as you learn, their favorite snacks, teams, hobbies or awards won.

10. Obtaining Referrals stress free
Meeting new people and trying to build relationships and your prospect list can be stressful and awkward.
Want to get rid of that nervously and clumsily feeling when you approach someone you don't want to approach, and whom you can sense, does not want to be approached.
NO WORRIES…
3 go to questions to ask
agents that can make
first meetings less stressful
and even FUN!

11. 2) "What do you enjoy most about what you do?"
1) "How did you get started in Real Estate?"
Most people love the opportunity to "tell their story“, this will help you come across as genuine and thoughtful.
2) "What do you enjoy most about what you do?"
Giving them something very positive to associate with you and your conversation, making them feel valued and important.
3) “So if I had a friend that needed an agent, what would you like me to tell him about you, that makes you stand out from other agents?“

12. In obtaining referrals the best way to get noticed and be remembered is to FOLLOW UP!
Get in the productive habit each time you meet a new possible referral source at an office, an inspection, an Expo, a board of realtors event etc.
ask them for two of their cards, one for you to keep, one to refer them
to a friend and hand them two of your business.
2) Add their contact info into your phone and data base for future marketing.
3) Then within 24 hours, send them a text or to tell them how nice it was
to meet them, then follow up a week later with a coupon, then newsletters etc.

13. Is all this “chitchat” and follow up worth it?
The typical person knows about 250 people, so an active agent could triple that number to Every time you meet one new agent or person, and develop a relationship based on the fact that he or she now feels like they "know you, like you and trust you“ you've actually just increased your personal prospect list a potential 250 to 750+, every single time. If you do this often enough, before long you will build up a great referral base!

14. Activities to maintain referrals, same as obtaining activities just keep consistent add CE
Attend networking events and gatherings
Visit 15 real estate offices every 2 weeks with goodies
Book presentations to teach CE Courses and Lunch & Learns at RE office meetings.
Reserve a booth at the next Real Estate Expo
fliers and newsletters to agents 1 every 2 weeks
Connect & Participate with agents on social media
Continue to be active with the Board of Realtors volunteer for events or charities and take on a role
Write thank you notes for every inspection
Market to the listing agent after each buyers inspection

15. Catapult reviews for future referrals
At the end of the inspection ask “Were you happy with your inspection today?” if so ask, “Would you do 2 HUGE favors for me? 1) Please tell your agent how happy you were with my services
2) Please leave me a review on the Google+ link that I will you with your report? I can’t tell you how much that would help me out and how grateful I will be!”
These reviews will help your
SEO (search engine optimization).
Place reviews on Fb and your
website, agents will take notice!

16. Ask your loyal agents for help
Whenever you book a presentation, always ask a satisfied or loyal agent to introduce you with a testimonial at the meeting. Each face to face testimonial is incredibly powerful!! At networking events look for satisfied agents and join their group, ask if they will introduce you to their friends (naturally, they say nice things about you to the others). Ask agents if they would share with their agent friends why he/she prefers you. Always express your gratitude for referrals!

17. Questions, answers and share time!
Thank you!
Questions, answers and share time!
Contact Kimberly Stevens with questions or to discuss your strategy
Calls Mon-Thurs
Text or me anytime! 