Referral business is frequently the foundation of a top producing real estate agent’s business. Depending on an agent’s focus on developing a sphere of influence referral database, sooner a later client referral sources start to overtake other lead sources as a percentage of total business. For agents that are repeatedly concerned when and where their next closing will come from, steady and consistent referral business represents a welcomed change to the real estate roller coaster they’ve been riding. This is why agents must always devote a portion of their marketing efforts to the development of their referral business database, even if it doesn’t produce the immediate results they get from other lead sources. For more about building a referral business as a major lead source, watch as Brian Icenhower explains the concept in this video.