As you probably know, a healthy network of business-to-business contacts can be one of the best sources of referrals. So, it makes sense to grow your network however you can.

The best way to do that is to try to connect with a new potential business contact within a given period of time. For example, reach out to one new contact per month. Doing this makes building your network a habit that will pay off over time. Not everyone you reach out to will end up becoming a referral source, but some will. Eventually, you’ll have a much larger network of people who are sending you leads.

Start by making a list of possible business contacts. Consider the obvious: contractors, real estate lawyers, movers, mortgage advisors. Also consider the less obvious, such as florists, divorce lawyers, tutors, etc. You might be surprised by how often these professionals get asked, “Do you know a good real estate sales associate?”

When reaching out to new business contacts for the first time, invite them out for a coffee or lunch. If that’s not possible, meet them at their place of business or their current work site. Avoid asking for referrals right away. Instead, focus on starting and building the relationship. Be friendly and helpful. Show interest in their business.

Make meeting new contacts a habit. Then watch your network grow.

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