The document summarizes a webinar about how realtors can generate more referrals. It outlines that referrals are the top source of leads for most realtors. It then discusses that the webinar will cover who realtors should focus on following up with to get referrals, what they should say to those contacts, and how to systematically follow up and build habits to increase referrals over time. Finally, it promotes using the services Contactually and HomeKeepr to help realtors organize contacts and automatically follow up to drive a 30% increase in referrals.

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Hang tight!
We’re going to start at 3
minutes past the hour

2. How to Nurture Your Network and
Generate 30%+ more Referrals in
2015
June 2015
+
present

3. +
Who am I?
Tony Cappaert
Co-Founder & COO at
Contactually

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And here’s my co-presenter today
YOUR NAME
TITLE
COMPANY

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What’s on the agenda?
• Where do the top Realtors generate the majority of their business?
• How can you systematically generate more referrals? You need to
figure out a few things
• Who do you get referrals from?
• What should you say to them?
• How to regularly follow up and build a habit?
• What results have the best Realtors seen so far?
• Q&A throughout and at the end

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Things to keep in mind during this
webinar
• We have a large audience and all attendees will be muted. If you
have any questions, please use the chat function in GoToWebinar —
we’ll stop and answer questions throughout the hour.
• We are recording today’s webinar. Check your email in the next 24
hours for a link to the recording.
• Stay tuned — we’re going to talk about special offer for all webinar
attendees at the end!

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Let’s get started!

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We asked the top
Realtors: where do
you get the majority
of your leads?

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Referrals

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What’s the hardest part about
getting more referrals?

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Today, we’re going to outline how the
top Realtors systematically get more
referrals
1.Who should you be following up with to get
more referrals?
2.What should you say to them?
3.How do you regularly follow up and build a
habit?

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#1: Who?

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Who typically sends you
the most referrals?
• Past clients = your best resource
• Friends and family — low-hanging fruit, but that list gets exhausted
earlier
• Other professional referral partners
Literally write down right now the top 5 people who have sent you
the most referrals in the past year or two

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Think about referral sources
as As, Bs, and Cs
Not everybody in your network is the same
Segmentation is key!

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Don’t boil the ocean — keep your list
to < 150 people
• Dunbar’s number = 150. It’s the max # of people with whom we can
maintain personal relationships.
• It’s basic math:
• The BEST Realtors personally follow up with 5 people each
weekday
• 5 follow ups x 5 days in a week x 4 weeks in a month —> 100
people per month
• With the ABC referral partner segmentation we talked about
earlier, you’ll be following up with 55 people each month on
average — and that’s just your referral partners (not to mention
your leads or anyone else in your network!)

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How can I easily segment my
contacts?
Start with: And graduate to:

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#2: What should you say?

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There are 3 basic ways to add value
1. Build personal rapport: comment on something they’ve done or shared
recently on social media
2. Make an introduction: connect them with someone where there’s mutual
benefit
3. Share something of interest: send them an article they’ll want to read

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Be Relevant!

21. ++

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Tools to use when
building personal rapport

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Tools to use when making great intros

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HOMEKEEPR SLIDE

29. +
HOMEKEEPR SLIDE

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Tools to use to share great content

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You should be adding more value >>
than the asks you make

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do you regularly follow up & build

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We all know following up is important,
but nearly all of us drop the ball
• It takes a lot of work and is generally time-
consuming
• The pay-off isn’t always immediate
• People are probably going to slip through the
cracks

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Systematize it!

41. We automatically build (and keep
updated) the address book for all your
contacts
We help you prioritize your top contacts
into groups (or buckets)
We prompt you to follow up with the top people
in your network that you haven’t connected
with in several weeks or months
By regularly following up, you’ll stay top of
mind, and get more referrals & repeat
business
1 2
43

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So how do the best Realtors use
Contactually + HomeKeepr?
• Automatically organize your
database of leads & top
referral partners
• Automatically remember to
follow up with leads or
referrals that you’ve forgotten
about
Use Contactually to:
• Stay valuable with buyers
post-closing by sending home
maintenance reminders
• Nurture your network of local
service providers (and
potential referral sources)
Use HomeKeepr to:
Using both will drive 30%+ more referrals
for your business

46. 1-2 months from now...

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HOMEKEEPR
• [INSERT 1-3 SLIDES SHOWING SCREENSHOTS OF HOW A
REALTOR WOULD USE HOMEKEEPR TO FOLLOW UP WITH A
PAST CLIENT]

49. +
Thanks!
We’ll follow up in the next
24 hours with the recording