Generating referrals is a key part of the real estate business. Are you ready to take this old standby and update it for 2008? When most agents start the business, they normally make a list of the people they know who may send referrals to them. There are several reasons that this approach typically generates only one or two transactions: Friends and family know that the agent is new to the business. The agent may lack an adequate knowledge of the inventory or the ability to close buyers and sellers effectively. Potential clients may fear that the agent will discuss them or their finances with others they know. In order to succeed, agents must expand beyond their personal circle of friends and family. As one veteran agent put it, "When you start in the business, it...
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