Whether you're new to the business or have
been around as long as some of us "oldies but goodies"
continuing education is an absolute necessity in an industry
which changes as constantly as real estate.
We offer our Members newsletters to provide a broad range of
ideas and information. Some of these ideas are what we call
"tried and true" or "the basics". They are as productive today
as they were 30 years ago although we are probably using
different means to implement them. Other information may be the
latest concepts in technology or communications. But old or new
it's important to keep improving your knowledge and skills and
fine tuning your business.
We welcome any and all questions and comments and will include
your contact information and credit on anything we use in our
Thank you for your membership...and remember:
get to the top by sitting on your bottom!
Mary E Van Blarcom
Executive Director, MilitaryReferrals.org / .com
HOW TO GET THE MOST FROM YOUR MEMBERSHIP:
1. Make contact with other Members at your exchange Base(s). Send them an introductory email to let
them know you're ready, willing and able to handle their
referrals with expertise and professionalism.
Download and use our logo on your website, business
cards, brochures, letterhead, ADs, etc. Unless you plan to be a
"Secret agent" make sure all your marketing includes the fact
that you specialize in Military Relocation. Include local base
information and links on your website and social media sites.
3. Review the Useful Links Page and
make sure you are up-to-date on all the latest Military News and
4. Generate OUTGOING
referrals. Let your sellers (and those you want to be
your sellers) know you are connected nationwide to the best
real estate professionals at their new location. Even if you
don't get the listing, you may get the referral. Outgoing
referrals are the BEST payday in real estate for the amount of
time and energy spent.
5. Make sure you're
well-equipped with state-of-the-art marketing materials
and equipment. Check our Specials and Discounts Page regularly
to see what's new and affordable.
6. Send out a
press release that you're now a Member of the only
National online Network and professional organization for Military
Relocation Specialists. Your services now include access to the
best relocation professionals across the country.
7. Read the newsletters - they provide regular
real estate and relocation information you can use to grow your
business. Be sure to add our email addresses (info@MilitaryReferrals.com, membership@MilitaryReferrals.com) to your address book so that our newsletters and messages don't get sent to your spam or junk folders.
8. Be PROACTIVE. Like
everything else in real estate, what you get out of it depends
on what you put into it. There are lots of free lunches in real
estate, but rarely free business. Get busy, do ALL the above and you WILL benefit.
REAL ESTATE REFERRAL BASICS:
1. PUT IT IN WRITING.
Always, ALWAYS make your referral in
writing. Whether your referral is within your office, across
town or across the country, having a written (and signed)
Agreement will assure that your information is properly conveyed
and that you get paid when the transaction has closed. If you
don't have a good referral form
click here and download ours
for free (to Members).
If you aren't spending 40 to 60 hours a week - every week - in
PROactive work, you are not going to be financially or
professionally successful. And don't kid yourself, less than 40
hours a week means you ARE a Part-timer. Expect part time
3. ASK FOR THE ORDER.
Before you take the listing, or even before you go to the
appointment, ask where the sellers are moving. If they are
moving out of the area, let them know you can connect them with
an expert Realtor in their new area - at no charge to them.
Working with buyers? Maybe they own property in another city
they would like to sell - ASK, ask, ask! Don't be so distracted
with trying to sell your immediate service that you forget to do
the easiest part - recommending someone else. If it turns out
you don't get the business they contacted you about, you may
still get the referral.
4. IMMEDIATE CONTACT.
When you receive a referral IMMEDIATELY send the customer/client
an email, call them and snail mail them your card and brochure
with a cover letter.
DO ALL THREE. If you're sending a referral make sure
the customer/client knows they can expect contact within 24
hours and find out what their time and method preference is. DO
NOT expect them to make the first contact, it rarely happens.
Remember - be PRO active!
5. BE PROFESSIONAL.
Have your "stuff" together. State-of-the-art printed materials,
from business cards to brochures to presentations to websites,
are no longer the exception in our business. They are the
professional standard. (Need a custom brochure or other
promotional material? - check out our SALES and DISCOUNTS link
on the Member Page) Our customers and clients expect us to be at
least as technologically skilled as they are. The sad truth is,
the average real estate agent isn't even close. If your online skills are
lacking, take a class or practice or both. In this day and age, your technical skills should be second nature. The real estate
industry is now considered to be at least 50% technical with
more than 80% of buyers and sellers starting their buying or
selling process online. If you don't have online technical
skills, you ARE NOT a true professional and the public "gets
it". You WILL lose business to those who can communicate easily with
all devices and media.
You can't hit a home run if you don't follow through. Keep in
contact with your referral Realtor as well as your
customer/client. Back in the dark ages when some of us first
started doing military relocation buyers frequent response to
the question, why did you choose me?” was: "Because you were the
only one who called us more than once". Use a contact management
program or even a simple paper and pencil form to make sure you
maintain regular contact before, during and after the
transaction. It's the key to good service and you'll end up with
a pocket full of commissions and very happy customers.
As you earn income from your hard work and professional skills,
re-invest a pre-determined amount (we recommend 10%) in your
future business. Remember that you are self-employed and every
business needs capital investments to continue to flourish.
Always schedule regular time off,
weekly and annually. You will find that restricting your
customers'/clients' access makes them more eager to do business
with you and more appreciative of all your hard work. If you
don't take time to regenerate mentally and physically you will
not be your best during business hours , when it counts the
most. And remember, this is what we do for a living - it is not
our life. We need to be happy, fit and alert people to do our