RISMedia's Real Estate Magazine

MAR 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE March 2018 57 {Strategies} Maximizing Referral Opportunities With an Exclusive Network REFERRALEXCHANGE DELIVERS LOW-COST, HIGH- IMPACT SERVICE by Liz Dominguez B uilding a network of agents and clients is essential to creating a successful business in real estate. Heeran Workman, owner of Heeran's Home Team at RE/MAX Platinum, agrees wholeheartedly—and has seen firsthand what a successful referral network can do for her business. Having worked in the industry for 15 years, Workman began her real estate career as an investor purchasing and selling her own homes before switching her focus to REALTOR® transactions after being a former Tom Ferry business coach. Today, she works as a residential broker, and has been using ReferralExchange for over five years. ReferralExchange is a nationwide referral network that connects agents with buyers or sellers, providing follow- up support and guaranteed payment upon closing. They also offer a resource section that educates real estate clients who may be unsure about engaging with a Refer- ralExchange agent and provides materials to help agents market for additional referral business. "Someone from ReferralExchange contacted me. I didn't respond at first because I thought they were call- ing all agents from a telemarketing center, but then I real- ized that they were personally trying to get a hold of me," says Workman, who is glad she picked up the phone and signed up, as the referral network has significantly im- proved her business. "ReferralExchange is very handy when a client moves to another city," says Workman. "I can go through the online system and match them up with another top agent in that city." Industry professionals know that maintaining client re- lationships is the key to success in real estate. If a past client is looking to move outside an agent's market area, it doesn't mean the relationship ends there. And part of ensuring that the relationship is taken care of cen- ters around finding a committed and successful agent for that client. This is where ReferralExchange's data-based system comes into play by matching consumers and agents based on individual needs and personalities. With the ability to choose from one of three top agents, the con- sumer always has the last say. "I don't have to spend time looking for a quality agent in another state," says Workman. "ReferralExchange has already gone through the qualification process for me." Workman also enjoys the exclusivity that ReferralEx- change provides. While the network is made up of over 20,000 licensed agents nationwide, it's mostly limited to experienced real estate agents that have sold over $5 million in real estate or completed 20 transactions in the past 12 months. "It allows me to state that I'm part of a nationwide network that can refer a top agent in almost any city in the United States," says Workman. For more information, please visit www.referralexchange.com. "ReferralExchange is very handy when a client moves to another city. I can go through the online system and match them up with another top agent in that city." - HEERAN WORKMAN Owner, Heeran's Home Team at RE/MAX Platinum

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