Today’s Real Estate Tip on my Facebook page focused on the benefits of going out of town to take seminars and attend conventions.  Doing so enhances the learning process and enables you to build an agent referral network.  Many of my CyberStars(r) derive a large part of their income from agent referrals nationwide precisely because they do so.

Here’s an article from my new eBook, “Digital Essentials For Today’s Agent,” that will be on the Web next week.  It is written by CyberStar(r) Sandra Nickel of Sandra Nickel REALTORS, Montgomery, AL.  Sandra is a top agent in Montgomery and has been for years.  Her article reveals her system for building a profitable agent network.  Here’s what she says:

“As a small independent, I have no access to corporate referrals, so I am on my own to build an agent referral network.  To do so, I rely on attending a lot of REALTOR® functions, most out of my area, and have done so for years.  This, together with my use of technology, allows me to create an profitable agent referral network with over 2,000 members.

“When attending a function, I gather business cards and attendee rosters.   When I get back into the office, I place the agent’s contact information into my Top Producer database, labeling each with the contact type ‘RefAgt.’  My agent list, accessible instantly from my Top Producer database by searching for ‘RefAgt,’ now numbers over 2,000.

“Once a week, usually midweek, I send out my ‘Sandra’s SuccessGram,’ a sales tip and informal dialogue, to the entire database of agents.  Here’s an example:

Let’s face it:  No matter how well your price your listings right now, you’re probably going to get low offers.  Why?  Because buyers are being told by the media that they can get away with it.

So, warn your sellers that low offers might be coming in a way they will understand…and with a smile, too!  Here’s a script for you:

‘Mr. and Mrs. Seller, where buyers are concerned, there are more nuts out there right now than squirrels to eat them!  So be prepared for low offers.  And just remember: any offer is good because it alerts us that somebody out there wants to buy the house!’

We know how to communicate with buyers and sellers in any market, so look to us for all your Central Alabama referrals!

Thanks–we appreciate you!

“A few keystrokes for ‘RefAgt’ in Top Producer instantly brings up all contacts labeled ‘RefAgt,’  I insert my text, and one click emails the message to all 2,000 agents.  This keeps me top-of-mind with the recipients and enables me and my team to enjoy a steady flow of agent referrals, all at a zero cost!”

Several points from Sandra’s article are worth noting:

• She attends a lot of seminars and meetings (CRS annual meetings, NAR Conventions, StarPower gatherings, CyberStar(r) gatherings and more) out of her area so that she can indentify and network with high producing agents from around the country.
• She uses a real estate specific database, not Outlook, which allows her to easily use contact types, action plans and target marketing to stay in touch with her network.
• She sends out information which members of her network find useful in building their businesses.

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