Traveling to CRS classes and events can lead to a lifetime of referrals.
By Megan Kramer
Mary Biathrow, CRS, with Berkshire Hathaway Home Services in Raleigh, North Carolina, knew the value of networking through CRS classes and events even before she received her designation. “I was a new agent, about six months in the business, and the only one in the office the morning after Christmas,” Biathrow recalls.
She says the phone rang, and it was a CRS agent who was looking for another CRS for a referral. Biathrow provided her the names of CRS agents in the office and chatted with her, when the agent asked if she wanted the referral. “I told her I would love it, but I wasn’t a CRS yet. She said I sounded like I knew what I was doing and gave it to me anyway. That was in 1992—I’m still making transactions based on that referral to this day.”
Four years later, after Biathrow had received her CRS Designation and was attending a national conference, she met the agent from the phone call. “She sat down next to me totally at random in a large auditorium. We exchanged cards and I told her, ‘I have your card in my desk.’ That taught me the value of making those connections.”
Biathrow has since been to more events and taken more classes than she can count, citing herself as an education junkie and stressing networking at every turn. “The biggest benefits are threefold: learning from other agents, referrals from other agents and personal relationships with other agents. I met people I would never have met in my own market. The cream-of-the-crop of agents go to these events, and they are so willing to share.”
They Said It
CRSs share some of the best advice they’ve received at classes/events:
Mary Biathrow, CRS
“I learned about new markets, which is helpful because we do have clients who come from these different places. And learning what succeeds in different markets has also been very helpful.”
Mark Minchew, CRS
“The referral base over the years has been phenomenal… If you go with the goal of learning and making contacts, it builds your business for years.”
Alex Vastardis, CRS
“It’s hard to pinpoint one thing. I try to get something out of each class, then find what works for my business at that time.”
Sandra Nickel, CRS
“There are two mantras that have meant the most to me. One was from the late Howard Brinton, CRS President in 1984: ‘Get out of judgment and get into curiosity.’ This means when you hear a speaker or instructor talk about a new way to do things, don’t think, ‘That won’t work for my market.’ Instead think, ‘How can I make that work for my market?’ The second was from Dave Beeson, CRS Senior Instructor Emeritus: ‘Everything works; nothing doesn’t.’ The wonderful thing about real estate is that there is more than one way to be successful. Keep trying and find the ones that are the best fit for you.”
The Benefits of Travel
But attending CRS classes or events is only part of the equation, says Alex Vastardis, CRS, with Coldwell Banker Real Estate in Orlando, Florida. “Traveling is the most important thing. You get out of your comfort zone and the day-to-day operations of business and life. Then you can focus more on the event and find people to build relationships.”
And when handled with care and diligence, says Mark Minchew, CRS, with RE/MAX in Austin, Texas, these relationships can lead to successful referrals. Forty-one percent of Minchew’’s business comes from referrals, and he says going to out-of-state CRS events and classes has contributed to his success. ““The referral base over the years has been phenomenal. When I go to conferences, I network with people who will likely have buyers coming to Austin. If you go with the goal of learning and making contacts, it builds your business for years.””
Biathrow also believes that travel adds to her referral base, and advises any CRS agents to take advantage of the opportunity. “Go to a place from where people tend to transfer to your area,” she says. “Taking classes in your hometown doesn’t seem like it would have as many benefits. Plus, agents from other areas would be more willing to share and would be candid about things they did that were successful, because you’re not their competition.”
Preparing Wisely
While the benefits of attending out-of-town classes and events outweigh the costs, it is still important to remember that traveling dips into your time and other resources, so proper preparation is a must. “It costs you something to go on these trips, so if you’re not planning your business strategy when you go, you’re wasting money,” Minchew says.
“Take an adequate supply of business cards and hand out as many as you can, but collect even more. Then follow up,” he adds.
Sandra Nickel, CRS, of Sandra Nickel Hat Team in Montgomery, Alabama, recommends developing a memorable introduction for yourself. “Almost all of the classes have introductions, so instead of something basic, I say, ‘I’m Sandra Nickel from affordable Montgomery, Alabama, where investment properties work.’ Then anyone looking for that location or type of referral knows to come to me.”
Nickel also advises that anyone going to a class or event should go alone. “Don’t fall into the trap of taking a buddy, hanging out with a buddy, eating with a buddy… Go alone and force yourself to reach out to strangers. I know it’s not easy—believe me, I’m an introvert—but I’m also a salesperson, so I get out there and make connections, and I’m more likely to do that by myself.”
Enjoy Yourself
These CRSs put special emphasis on learning and producing business while at CRS courses and events, but that does not mean they are all work and no play. Traveling out of town can take you to many places where you have never been: Taking time to see the sights with agents you meet in class can strengthen your relationships even more.
“Plan extra time in the event location before or after the event to enjoy the area and the sights,” Biathrow says. “Often, CRS agents do the sightseeing together, and it’s something I have enjoyed. I can’t say enough about the friendships I’ve made going to CRS conferences and classes.”
“You get to see some beautiful places, so you can tack on a day or two,” agrees Minchew. In fact, Minchew recently attended an event in San Diego and said he was leaving three days early to enjoy the sights. He also took advantage of CRS courses sponsored at the event.
“Stay in a constant state of learning,” Minchew says. “If you’re not learning, you’re going backwards.”
Learn more about where and when you can find CRS courses and register online.
