If you’re a real estate agent, ‘referral’ is probably one of your favorite words.
My client is moving to your market, can I send you the referral?
If you have a strong referral business, it’s the gift that keeps on giving, and most seasoned agents will tell you that it’s the key to a sustainable real estate business.
There are two types of referrals: client referrals and agent referrals.
Not to be overlooked, agent referrals can be a game-changer for your business. The trick is standing out from the crowd when the sending agent is looking for the right person. If you think about it from your own perspective, you might consider neighborhood specialty, years of experience or special certifications when looking for the right professional to help your client.
One NAR affiliate organization seems to have cracked the code on sustaining a thriving agent referral network. The Council of Residential Specialists or CRS distinguishes themselves by requiring a minimum sales volume and/or length of experience in the business in order to apply for membership.
Off-the-bat, this narrows this narrows their search down from 2 million active real estate agents in the U.S. to 28,000 topnotch CRS Designees. Beyond this, agents can filter their search by specialty (Relocation, Luxury home sales etc.), to the language spoken, or even length of time they’ve been a Designee.
CRS President Leigh Brown is adamant about educating Designees on the importance of conducting a smart, thorough search to find the right agent for the job.
As a consumer or as a Realtor, when you’re looking for someone to help you with your largest financial instrument, you kind of want to know that they know exactly what they’re doing.
Leigh Brown, CRS President
Ever the pioneers on merging real estate field knowledge with technology resources, CRS has partnered with Agentdesks to enhance their search directory and even build-out a one-stop-shop for signing, sending and tracking referrals.
So how does the CRS referral network remain so strong? Three key ingredients:
- Productivity: These are the best, most productive agents in the country. Real estate is not a hobby to them and they’re dedicated to their profession so naturally, they’ve up a huge database of clients who always turn to them for their real estate needs.
- Education: This is at the core of CRS. Designees are encouraged to continuously take courses and further their real estate education. This makes them even more qualified to help your client.
- Networking: CRS holds regional, statewide and country-wide events throughout the year and during which Designees network, exchange insights and learn about new technologies.
The CRS referral network works because they have a culture where they see each other as resources rather than competition and that’s how it should be.
You don’t have to be a CRS Designee to work on increasing your agent referrals. As long as you focus on productivity, industry education and professional networking, you will set yourself apart from other agents in your market.
You also don’t have to be a member of CRS in order to use the CRS directory. Anyone can search for an agent using Find a CRS and apply extensive filters to ensure you’re sending your referral to the most specialized, capable agent in the market.