Run Your Business by Referrals


Going into my fourth time attending the REALTOR® Conference & Expo this year I have started to see a theme with the topics presented by the heavy hitters of the conference year after year: it’s all about referrals. If you want to grow your real estate business you need to generate leads, and referrals have exponential potential.

I have had the pleasure of seeing Brian Buffini speak several times over the last few years and I really took his “run your business by referrals” philosophy to heart, and I’m glad I did. If you have not heard of Buffini I highly recommend stopping by to see him Saturday Novemver 14th at 9:00 AM in Ballroom 20A. He is an excellent motivation speaker and his plan to be a “relational vs. traditional agent” makes sense. It would not surprise me if there is a line to enter his presentation so you may want to get there early.

In September, I watched Buffini’s presentation from New Orleans on Playback NAR (which anyone with premier access can use to view presentations you may have missed throughout the year). Per his training, I started organizing my leads and circles of influence. I set goals on calls to make, notes to write, and number of pop-by visits. I started mailing and eblasting my monthly newsletter to my top clients. I even wrote down a few scripts in case I get tripped up.

While I have not seen immediate results, I feel more organized and disciplined with a plan rather than just spinning my wheels, and I like being in touch and focusing on people I like and who make me feel good. This November I am going to try the reverse pop-by pie party first done by an agent Phyllis Glover and presented at HomeSmart’s Quarterly event in Phoenix in Sept. My clients are invited over to pick up their holiday pie and I’ll have tags on them saying, “Anyway You Slice It I am Grateful for Your Referrals.” Stay tuned and watch Buffini live or on Playback NAR and you may get hooked too.

Buffini & Company will also be exhibiting at Booth #539. HomeSmart has also partnered with Buffini to offer agent training at Booth #211.

4-Time Featured Attendee

Melisa Camp is a licensed REALTOR®, Green with HomeSmart Elite Group and owner of a green remodeling company, greenhab.