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Mastering referrals: Part 2

Diary of a Real Estate Rookie

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Editor's note: This is the second installment in a two-part series based on an interview with Vicky Chrisner, a Northern Virginia real estate consultant who focuses on real referral business. Read Part 1, "Q&A: mastering referrals." ROOKIE: Last week you talked about asking your closest sphere for help, marketing to other agents, and how to handle a less-than-top-quality referral. Will you share some of your database secrets? How big are your spheres? CHRISNER: As far as my personal sphere, I have a tiered system: an "A" is someone I've done a transaction with who has referred me or attempted to refer me. There are 63 of those. A "B" is someone who I think would refer me, but the right opportunity hasn't come yet. I've got 79 of those. Then there's the Cs -- hundreds of people who I have relationships with, who know me and recognize my name -- but they're not the first people I call when my pipeline runs dry. As far as agents, I have 292 a...