Mastering Referrals: Proven Strategies to Build a Thriving SOI

Gina Sharma's Playbook for Building a 96% SOI and Referral Business

In Episode 30 of The OT Only Teams for Real Estate Podcast, Gina Sharma, a top real estate agent from Alpharetta, Georgia, shared her secrets to building a referral-driven business. In 2023, her team closed 184 transactions, generating $69 million in sales volume—all thanks to a strategic focus on her sphere of influence (SOI) and referrals, which account for 96% of her business.

Whether you're a seasoned agent or just starting, Gina's approach to relationship-building, value delivery, and team accountability offers actionable strategies for growth.

Gina’s team thrives on a lean structure designed for efficiency:

Team Members:
Future Growth: Plans to hire an Inside Sales Agent (ISA) to handle leads and set appointments.

Delegating tasks and fostering a supportive team culture allow Gina’s team to consistently deliver exceptional service.

1. Hosting Memorable Client Events
Gina organizes five yearly events tailored to her clients’ preferences, such as:

Happy Hours & Bowling Nights: Casual client engagement.
Fall Festivals & Movie Screenings: Family-friendly bonding opportunities.

With event budgets ranging from $1,500 to $8,000, she maximizes impact using sponsorships and brokerage support.

2. Personal Touches
Gina makes her clients feel valued through handwritten notes, birthday gifts, and personalized gestures based on their anniversaries, hobbies, and preferences.

3. Offering Value Beyond Real Estate
By hosting investment seminars and estate planning workshops, Gina positions herself as a trusted advisor in her clients’ broader financial goals.

4. Leveraging Technology
Using tools like Brevity, Gina sends home equity reports that keep clients informed and engaged, serving as regular touchpoints.

Gina’s event planning process is meticulous yet replicable:

Preparation: Send evites, follow up with calls, and text reminders.
Execution: Host client-centered events that align with their interests.
Follow-Up: Gather feedback to refine future events.

These events create opportunities to deepen relationships and encourage referrals.

Gina emphasizes team culture and accountability to drive results.

Daily Huddles: Facilitate communication and progress tracking.
Weekly One-on-Ones: Address challenges, activities, and goals.
Continuous Learning: Foster personal and professional development.

Gina’s success boils down to these principles:

Nurture Relationships: Your SOI is your most valuable asset.
Be Memorable: Use events and personal touches to remain top of mind.
Provide Value: Go beyond transactions to offer educational resources.
Stay Accountable: Maintain focus through consistent, goal-driven activities.

Whether scaling your business or starting out, Gina’s strategies are a proven roadmap. Start small—host a client event or send personalized cards—and watch your business thrive.

For more insights, listen to The OT Only Teams Podcast, where top producers like Gina Sharma share their playbooks for success. Subscribe today!

Gina's Team Structure: A Lean, High-Impact ModelWinning Strategies for SOI and ReferralsEvent Planning: The Secret SauceTeam Accountability: A Culture of GrowthKey Takeaways for Real Estate ProfessionalsStart Implementing Today

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