Referrals build business for RE/MAX

07 Feb 2013

In a world filled with mass advertising and invasive marketing schemes, people prefer to buy from those they know and trust.

By working the referral system, agents will become a trusted source, helping them increase their sales and income.

This is according to Brian Buffini, who is visiting South Africa in February 2013 to train RE/MAX agents at their national convention held at Sun City.

Buffini believes that by working the referral system, agents will become a trusted source, helping them increase their sales and income.

Adrian Goslett, CEO of RE/MAX of Southern Africa, says the referral system that Brian Buffini developed helped him become one of the top realtors in the United States, and has to date, assisted 800 RE/MAX broker/owners and agents in Southern Africa become more successful.

By using the referral system for each of their transactions, agents will be able to build a database of solid client relationships, provide them with service they'll remember during the selling process, stay in contact with them so they'll think of you when they need a professional and become the person they trust and recommend to friends and family. Goslett says this method lets agents grow their business instead of just making a once-off sale. “This is evident in the fact that South African agents who have participated in the 100 Days to Greatness course have seen an average of 6.6 transactions each in the first three months.”

The course teaches agents how to take their database of existing relationships and create advocates that will help them accelerate their business; how to proactively add new relationships to their database and build relationships with customers based on trust, as well as how to make traditional real estate lead-generation activities effective tools for building business. The course equips agents with practical selling skills such as how to present their services to buyers and sellers along with targeted dialogs to help them build relationships and close sales.

The Buffini “100 Days to Greatness” programme is the most successful agent training program, with over 60 000 agents across the globe having undertaken the course.

“Buffini & Company's coaching solutions are designed to position entrepreneurs for success through teaching people how to increase profitability, become strong leaders, recognise and recruit top talent and most importantly, develop lead generation,” says Goslett. RE/MAX of Southern Africa has exclusive rights to the Buffini 100 Days to Greatness program for its agents, and Goslett says they are looking forward to engaging and learning from Brian Buffini in person next year.

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