The document summarizes a webinar about how realtors can generate more referrals. It outlines that referrals are the top source of leads for most realtors. It then discusses that the webinar will cover who realtors should focus on following up with to get referrals, what they should say to those contacts, and how to systematically follow up and build habits to increase referrals over time. Finally, it promotes using the services Contactually and HomeKeepr to help realtors organize contacts and automatically follow up to drive a 30% increase in referrals.
1 of 49
Download to read offline
More Related Content
Contactually & Homekeepr: How the Top Realtors Nurture their Network & Get More Referrals
4. +
And heres my co-presenter today
YOUR NAME
TITLE
COMPANY
5. +
Whats on the agenda?
Where do the top Realtors generate the majority of their business?
How can you systematically generate more referrals? You need to
figure out a few things
Who do you get referrals from?
What should you say to them?
How to regularly follow up and build a habit?
What results have the best Realtors seen so far?
Q&A throughout and at the end
6. +
Things to keep in mind during this
webinar
We have a large audience and all attendees will be muted. If you
have any questions, please use the chat function in GoToWebinar
well stop and answer questions throughout the hour.
We are recording todays webinar. Check your email in the next 24
hours for a link to the recording.
Stay tuned were going to talk about special offer for all webinar
attendees at the end!
11. +
Today, were going to outline how the
top Realtors systematically get more
referrals
1.Who should you be following up with to get
more referrals?
2.What should you say to them?
3.How do you regularly follow up and build a
habit?
13. +
Who typically sends you
the most referrals?
Past clients = your best resource
Friends and family low-hanging fruit, but that list gets exhausted
earlier
Other professional referral partners
Literally write down right now the top 5 people who have sent you
the most referrals in the past year or two
14. +
Think about referral sources
as As, Bs, and Cs
Not everybody in your network is the same
Segmentation is key!
15. +
Dont boil the ocean keep your list
to < 150 people
Dunbars number = 150. Its the max # of people with whom we can
maintain personal relationships.
Its basic math:
The BEST Realtors personally follow up with 5 people each
weekday
5 follow ups x 5 days in a week x 4 weeks in a month > 100
people per month
With the ABC referral partner segmentation we talked about
earlier, youll be following up with 55 people each month on
average and thats just your referral partners (not to mention
your leads or anyone else in your network!)
16. +
How can I easily segment my
contacts?
Start with: And graduate to:
19. +
There are 3 basic ways to add value
1. Build personal rapport: comment on something theyve done or shared
recently on social media
2. Make an introduction: connect them with someone where theres mutual
benefit
3. Share something of interest: send them an article theyll want to read
37. +
We all know following up is important,
but nearly all of us drop the ball
It takes a lot of work and is generally time-
consuming
The pay-off isnt always immediate
People are probably going to slip through the
cracks
41. We automatically build (and keep
updated) the address book for all your
contacts
We help you prioritize your top contacts
into groups (or buckets)
We prompt you to follow up with the top people
in your network that you havent connected
with in several weeks or months
By regularly following up, youll stay top of
mind, and get more referrals & repeat
business
1 2
43
42. +
So how do the best Realtors use
Contactually + HomeKeepr?
Automatically organize your
database of leads & top
referral partners
Automatically remember to
follow up with leads or
referrals that youve forgotten
about
Use Contactually to:
Stay valuable with buyers
post-closing by sending home
maintenance reminders
Nurture your network of local
service providers (and
potential referral sources)
Use HomeKeepr to:
Using both will drive 30%+ more referrals
for your business