Class Overview In this class, Bob Latigona teaches real estate agents how to prospect through past clients, referral partners, and their sphere of influence by staying connected, providing value, and building stronger long-term relationships. Agents will learn why past clients are not closed files, why referral partners are not vending machines, and why their sphere should be treated as a community to serve; not a list of people to bother. This class focuses on relationship-based prospecting, annual real estate reviews, referral partner conversations, CRM tracking, and simple daily habits that help agents become more visible, more valuable, and more referable.
What You Will Learn
- Why warm relationships can be easier to grow than cold leads are to convert
- Why past clients should be treated as ongoing relationships, not closed files
- How to stay connected with past clients through appreciation, education, personal touches, and useful real estate information
- How to use an Annual Real Estate Review as a low-pressure past client touch
- Why referral partners must be treated as trusted professionals, not lead sources
- What referral partners need to know before they feel comfortable referring clients to you
- How to reconnect with your sphere in a warm, natural, and service-based way
- How to use the Daily Five relationship habit to create consistent weekly prospecting activity
- How to track past clients, referral partners, sphere contacts, and next steps in your CRM
Class Recording Watch the full Chapter 8 training session below. This class explains how to build repeat and referral business by staying connected to past clients, referral partners, and your sphere of influence. Agents will learn how to reconnect with warm relationships, offer value without pressure, ask for referrals the right way, build referral partner conversations, use Annual Real Estate Reviews, and create a simple relationship system that can be tracked in the CRM.
Class Resources Use the resources below to review the class, complete the workbook, and put the training into action. Download Chapter 8 Workbook
Action Steps Complete these steps after watching the class:
- Review your CRM and identify past clients, referral partners, Top 25 contacts, and key sphere relationships.
- Choose five past clients or sphere contacts to reconnect with this week.
- Choose three referral partners or potential referral partners you want to build stronger relationships with.
- Offer one Annual Real Estate Review to a past client using a warm, low-pressure message.
- Schedule one coffee meeting or phone conversation with a referral partner or local professional.
- Write three handwritten notes to people who deserve appreciation, reconnection, or encouragement.
- Update your CRM with home anniversaries, birthdays, referral notes, and next follow-up dates.
- Use the Daily Five habit by contacting five relationship-based contacts each business day.
- Track every call, text, email, note, referral conversation, response, and next step in your CRM.
Action Steps
Back to Chapter 7 Back to Summer of Prospecting Go to Chapter 9