From Phoenix to San Francisco, markets known for their pricey homes and steady markets, agents recently discussed the methods they use to keep leads coming in with RISMedia.

Q: How does working by referral generate a steady stream of leads?

James Ponte
Realty Executives
Phoenix, Arizona
Years in real estate: 10
Regions served: Scottsdale, Phoenix, and Paradise Valley, Arizona
Years with Buffini program: 6
2006 projected sales: $42 million

In my opinion, working the Buffini system of selling by referral in today’s real estate environment is the only sure-fire, tried-and-tested way to conduct business and build productive leads. There is no stronger lead than a client recommending and endorsing your services to a family member, close friend or coworker. For the agent, this method offers the kind of “give, ask and receive” that makes a referral-based practice so much fun, reliable, and predictable.

The key to the referral process is the investment of time and energy into our clients, which allows our database to become an invaluable stream of leads and ultimately, revenue. This process also allows us to become trusted advisors to our clients and not just another real estate agent. At our company, we hold quarterly client functions to help generate new relationships among our best clients’ circles of influence. We have a large annual holiday party, a summer feature-movie event, a day at the baseball park and an annual charity fundraiser. On a daily basis, I do business lunches with clients, phone calls and personal notes, no matter what’s on my daily schedule.

Vickie Brooks
John L. Scott Real Estate
Beaverton, Oregon
Years in real estate: 35 (25 in the title and escrow field and 10-plus as a licensed Realtor)
Regions served: Metro Portland and surrounding areas, including Beaverton, Tigard, Sherwood and Hillsboro, Oregon
Years with Buffini program: 8
2006 projected sales: $17 million

Working by referral is the only way to go. When I found Brian and his referral systems I had been a licensed Realtor for almost two years and was searching for a way to generate more leads without having to work 24/7 to do it. Brian is always reminding us that we need our current clients to duplicate themselves for us before the transaction is over. Giving them excellent service earns me the right to ask for that.

Today, I motivate my referral sources to work for me. I am able to generate leads just by staying in touch with them, continuing to show them the value of our mutual relationship and being a professional but also a caring friend. I reward my referral sources with “movie bucks,” gift certificates to restaurants, special events that come to town, etc. Pop-Bys and client parties are my favorite ways to stay in touch. When I do Pop-Bys, I make sure to give something the whole family can appreciate or enjoy. When my clients have an addition to their family, I make a baby quilt and deliver it to them. During the transaction, I try to listen for things that are important to them and then tailor-make a gift I know will be meaningful (e.g. I have made his-and-hers’ scarves for clients who are die-hard football fans with their favorite team’s colors). Besides unique personal gifts, I try to regularly take them out for a really nice dinner. Invariably, within a few days of these special “get-togethers” I get calls from two or three new referrals that almost always result directly in a sale.

Curtis Oakes
The Oakes Group
Coldwell Banker Lakeside/St. Francis Wood
San Francisco
Years in real estate: 18
Regions served: San Francisco Bay Area
Years with Buffini program: 7
2005 closed volume:
$20 million plus

Working by referral is the most natural way to do business. Because I have genuinely cared for the needs of my clients over the years, they refer their family and friends to me. When one of my clients hears of someone buying, selling or investing in real estate, they immediately think back to the care they received during the “Oakes Group experience.” Buffini & Company has been instrumental in putting together a measurable system. The ways I generate leads are based on proven practices—sending out Items of Value, doing Pop-Bys and making phone calls. Our main source of leads, however, comes from client parties/gatherings and by sponsoring events for our clients, their friends, family and the general public.

The core of our success lies in Brian’s referral systems. Today we do business with people we genuinely care for. Our vision of empowerment, creating lives of significance, and growth through service has become a reality.

For more information visit www.buffiniandcompany.com.

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