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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®

Daily Real Estate News  |  March 1, 2010  |   Tips for Motivating Your Sphere of Influence
Real estate agents often are hesitant to contact their spheres of influence to seek referrals because they do not know what to say, have no reason to call, or worry about pestering them.

However, agents should make contact as a means of motivating them to make referrals.

They should have a script so they know what to say to each contact, varying the conversation based on whether they are speaking to a friend or an acquaintance; and they should think about what they could give to the contact, such as offering to be a cross referral partner.

Agents should send their sphere something of value on a monthly basis, such as a colorful postcard featuring upcoming local events and their contact information, and initiate phone conversations by asking whether they received the postcard.

They also should:

Assume their sphere of influence is happy to hear from them.
Remember to sound excited about their business.
Use the Law of Attraction, which requires them to think positive thoughts to reap positive rewards.

Source: RISMedia, Maya Bailey (02/27/10)

© Copyright 2010 Information Inc.

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