Vicki Walsh Lifestyle Real Estate Referral Manager

Referral Definition Referring your clients to other brokers / agents when they are looking for real estate outside of your market area for a fee. Accepting referrals (new clients) from brokers / agents outside of your market area for a fee.

Benefits of Referrals to You Placement of Referrals: Provide added value to your important clients – Locating and qualifying a new agent in outside markets is difficult Provide expert qualification Ensure continued high level of service to your clients Incremental Revenue Receiving Referrals: Eliminate Local Competition Increase Client Base Incremental Revenue

Real Estate Referrals are Big Business Real estate companies with a strong referral program receive 20-30% of gross commissions from referrals. Source: Top Brokerages, Gathering of Eagles A Superior Experience

UC Referral Program Objectives Dramatically Increase Referrals to United Country Offices  24 Month Goal o + 150% o Add an additional 2,000 Referrals Increase Placed Referrals for United Country Offices  Increase ease of placement for UC Offices  Eliminate placement, management and collections issues Ensure UC Office Client Satisfaction 20+% of Total Office GCI

Lifestyle Real Estate Referral Offering a professional, centralized, full service referral solution. Identification of Broker Qualification of Broker / Agent Placement On-Going Management Reporting Payment A Superior Experience

Managing Your Referrals with Professionalism and Ease We treat your clients, like you would We hold referral partners to the highest contracted standards. We track, manage and report all referral details from placement to closing for you. A Superior Experience

Strategic Partnerships with Member Networks Urban Markets: 1.United Real Estate 2.The Leading Real Estate Companies of the World  (LRE) member network of over 500 premier urban real estate firms – 4,600 offices and 140,000 sales associates. 3.Independents – Chosen in markets without United or LRE A Superior Experience

Strategic Partnerships with Member Networks Lifestyle and Rural Markets: 1.United Country Real Estate – 500 Offices Nationally and Costa Rica, Panama and Mexico 2.Independents – Chosen in markets without a United Country office A Superior Experience

Strategic Partnerships with Member Networks Other Referral Companies Relocation Companies LRR is continually researching and creating new partnerships to increase referral leads A Superior Experience

Independent Agents Searching for Referral and Relocations Companies LRR website SEO “Referral Agents”, “Relocation Companies” and related terms Marketing campaigns to non-United Country agents to promote the LRR referral program

Referral Property Types Residential Land Farms Ranches Recreational 2nd Home and Vacation Commercial

Potential Referrals Every current client – Buyers – “Selling Somewhere?” – Sellers – “Buying Somewhere?” Every new client – Buyers – “Selling Somewhere?” – Sellers – “Buying Somewhere?” Every contact – Buyers – “Selling Somewhere?” – Sellers – “Buying Somewhere?”

Expectations for Members of the Referral Network Contact and accept / reject referred clients within 48 hours of initial contact. Monthly updates needed and reported to referring agent. Referral manager needs an update when the property is listed and when the buyer has made an offer. A Superior Experience

UC Beta Test Total listed YTD = $22 million Total closed sales YTD = $864,000 Total incremental GCI YTD = $60,480 A Superior Experience

UC Buyer Referral Case Studies UC Office Buyer Lead to LRE - SOLD UC Stuart, VA. Johnny Lambert referred a buyer to LRR Placed with LRE partner Arizona Best Real Estate. Johnny’s office received a referral check for $ 1,460.

UC Buyer Referral Case Studies LRE Buyer Lead to UC Office - SOLD LRE member contacted LRR with a buyer lead. LRR placed with UC Yellville, AR. Billy Baker sold them a home. Billy received $4,500 in commissions. United, Dallas Buyer Lead to UC Office United Dallas Buyer Looking for 700 – 1,000 acres. LRR Placed with United Country, Tyler Texas, Carroll Bobo. Carroll is currently working with this buyer.

UC Buyer Referral Case Studies ReMax to UC Office - Sold ReMax office directly contacted LRR Buyer lead Ardmore, OK area Kevin Gann sold $380,000 home to buyer Kevin’s UC Office received a check for $11,400 in commission.

UC Listing Referral Case Studies Listing Lead LRE to UC Office LRE Contacted LRR with listing in Trinidad, CO LRR placed lead with U C Trinidad, CO, Brant Noziska $1,000,000 listed Receives the most hits on their office website. Listing Lead LRR to UC Office Property Owner Contacted LRR for help with a listing in CA LRR placed the listing with UC Yreka, CA, Rich Cloutman Rich listed the $1,200,000, 27 acres, view of Mt Shasta.

UC Listing Referral Case Studies Listing Lead from a UC Office to LRE UC Eagles Nest, NM, Gabriele Heinz referred a buyer to LRR LRR placed lead through LRE in a market without a UC Office LRE Office listed the home for $ 269,900 LRE Office currently working with interested buyers LRR keeping Kevin up to date and monitoring progress

Referral Fees Referral Fees Range from % LRR Generated Referrals are 10% - 30% – 10% to UC Offices – 30% to Non-UC Brokers Referrals Placed for UC Offices by LRR are 30% – 25% to UC Office – 5% to LRR LRE Generated Referrals (over $50,000) are 30% – 25% to the Referring Agent – 5% to LRE – LRE Generated Referrals (under $50,000) are 20% 20% to the Referring Agent External Leads Vary Based on Referring Office Requirements

Getting Started / Next Steps Agent Meetings – Explain potential and process Office “Client” Procedures – Add to all seller and buyer meetings Office Referral Form Include in Listing Presentations Client Marketing Materials Ask Every Client

Office Referral Form Available on the UC Intranet Home Office LRR Website

Ensure quality. Free your time. Increase sales. Call us with your referral and we will place it, report it regularly, manage it and send a check whether it closes tomorrow or a year from now. A Superior Experience

How to Contact Us To Place a Referral, Find an Agent or Learn More LifestyleLRR.com A Superior Experience

Questions and Answers

Vicki Walsh - LRR Referral Manager