Youve completed your real estate license course requirement hours. Check. Youve taken and passed your state and national real estate exam. Check. Youve interviewed and accepted an offer to join a real estate company who mirrors your goals and core values. Check. You just wrapped the companys internal training program - required as a tool for jump starting/fast tracking your real estate career. Check. Youve learned about working with buyers, working with sellers, completing the contract, negotiating the contract, counteroffers, seller concessions, buyer concessions, home inspections, closing dates, closing attorneys, title companies, lenders, flood insurance, dual agency, designated agency, buyers agent, sphere of influences, listing presentations, how to complete a BPO, how to show property, marketing with door hangers, farming, mailings, print advertising placement scheduling, open houses, social media, how to operate your lockbox, how to read the showing reports, ordering directional signage, ordering business cards and much, much, more. Check. You are implementing all of the real estate tools you have been taught and trained to use for the past month, 3 months, 6 months. Check. Youve closed your first sale and/or listed your first seller client property. Not quite?We’ve all been there. As frustrating as starting your career in real estate may be, we all had to start somewhere. What is your plan for generating revenue “in-between” closings?Speed up the process of celebrating your first closing with outgoing referrals. They are your in-between. Something few real estate firms teach as part of their jump start/fast track training programs, and even fewer real estate licensing courses cover in their coursework material. An entire section of instruction for new real estate agents on the who, what, when where and whys of placing an outgoing referral is missing. Outgoing referrals is not a new concept. Agent-to-Agent and Broker-to-Broker outgoing referrals have existed for as long as the real estate industry itself. Outgoing referrals from past/present clients, friends, family, associates, spheres of influence, et al; this is a category of real estate business that has not fully taken hold en masse among agents. One of the best and easiest revenue generators for new and seasoned real estate agents is outgoing referrals, yet this is the money we leave on the table. I once read 91% of clients said they would gladly and freely give referrals to their friends and family, and yet only 11% of salespeople actually asked. We work tirelessly with our buyers. We work tirelessly with our sellers. And yet, in-between contract to closing or upon first meeting our client, we forget to ask our buyers. “Do you have a home you wish to sell back in your city as you are transitioning to this new area”? And we forget to ask our sellers. “Once you sell this home we are listing today, where are you thinking of relocating?”. Two missed opportunities to offer your clients round trip, 5-star service as they prepare to embark on their relocation. And guess what? If your clients response is “Yes” to one or both of those questions, you have now opened the door to revenue you almost left on the table. Before you say it.I know. they may already be working with an agent; odds on they probably are. But, do you know this for sure? Isn’t it worth 60 seconds of your time to inquire?Isnt this part of the total service we tout as real estate agents? This Real Estate Agent Training course will show you how to look for and gently seek your buyer client and/or seller client outgoing referral. A short prospecting conversation which can potentially yield a 25% - 35% referral fee once closed, can greatly add to your bottom line revenue stream in annual closed transactions. Just a short conversation with your client(s) who already trust your opinion, can open the door to future earnings. Let’s get started!
