Coach’s Corner: How to Network Like a Pro And Get The Most Referrals

By Michael Hellickson 

Is it possible to earn up to $50,000 per year just from referrals? Absolutely! 

If you attend four networking events a year and receive three referrals from each one, the commissions you’d earn would most likely cover your costs for attending the events – and more! 

Networking can pose a challenge for some, while others were born to rub shoulders. If you step out of your comfort zone and learn how to make lasting relationships, you can earn the referral business that will give you additional income. 

Tips on how to network like a pro and bring in referral business at your next event: 

Bring a smile and a great attitude. Don’t go into an event with negative thoughts. People will be able to feel your energy. Instead, go in thinking that this event will be the one where you make lasting friendships and receive many referrals! 

Be strategic. Research the event online and plan your schedule beforehand. Decide which speakers you want to hear and which sessions or classes you want to attend. Make it a priority to meet at least 2 or 3 new people at each class or session. 

Know whom you want to network with. Before the event, search the event’s website or social media pages and find out who will be attending the event. Make a list of the top ten people you want to meet and get to know. Find out as much about that person beforehand (look at their social media pages and send them a friend request) so you will have discussion topics for when you meet the first time. 

Ask the right questions. A great simple icebreaker is, “Where are you from?” By asking this question, you’ll learn more about the agent and their marketplace. For instance, if you work in an area that is mostly second homes and vacation rentals, it would be beneficial for you to network with other agents that specialize in luxury properties. Their high net worth clients may have the portfolio to buy a second home or income-producing property. 

“Networking is an essential part of building wealth.”

Armstrong Williams

Other icebreakers are: 

“What events/classes have you signed up for?”  

“Have you ever attended this event before?”

People love to talk about themselves. Arm yourself with enough questions to ask and keep lobbing those questions back and forth – just like a tennis match. 

Talk to everyone! If you have friends at a conference, it’s easy to latch on to them as a safety net. But remember – you’re trying to get out of your comfort zone. Sit with people you don’t know during breakout sessions or invite a stranger to grab a meal with you. Your goal is to meet as many people as you can.  

Bring the right tools with you. Bring business cards and a handful of pens. Always ask for the other person’s card. Write notes about that person detailing who they are and how you met them. This makes it easy for you to follow up with them after the conference. Don’t forget to bring any special marketing materials or swag to give attendees – especially the ones that you intend to do referral business with. 

Don’t forget to follow-up after the event. While attending the event is a huge part of the process, the real work begins when you return home. It’s at this time you should be diligent about putting a campaign in place to follow up with your new contacts. Put them in your CRM and start a drip campaign. Send them a personalized note, follow up with an email, and place a phone call. You want to be “top of mind” for that agent so you can start to earn their referral business. 

By putting these strategies to work for you at the next event, you could start earning up to $50,000 in referral commissions in no time! 

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About Michael Hellickson  

As a real estate agent, Michael consistently listed and sold over 100 homes per month, and at one point had over 750 listings in active and pending status.

He is the founder and President of Club Wealth® Coaching and Consulting. Unique in the industry, EVERY Club Wealth Coach has sold MORE real estate than the agents and/or brokers they coach. The only Real Estate Coaching Company that offers a “Double your income, money back guarantee”, Club Wealth is the #1 Coaching Company in the World in the Team space!

Michael is also the bestselling author of several books including the World Class Buyer Agent, World Class Admin Assistant, and World Class Nurses’ Events. 

Michael served a 2-year mission for the Church of Jesus Christ of Latter-Day Saints. He and his wife, Tara, and their two children, Austin and Madison, make their home in Bonney Lake, Washington, with their 2 English Pointers, Ginger and Ruby.