No More Cold Calls! Top Networking Tips Every Realtor Must Know to Build a Referral Business in 2025

Are you a Realtor looking to build your business without the grind of cold calls? You are not alone. Many real estate agents are shifting from old-school prospecting to network marketing, a method proven to grow business through meaningful relationships and referrals.

Mike Ferrante, team leader of the 21 Mike Team at Century 21 HomeStar, and Tony Geraci, Broker/Owner of Century 21 HomeStar, recently shared their best practices for network marketing—a strategy that has helped Mike grow his business by over 50% annually in his early years and remains the backbone of his success today.

Why Networking Beats Cold Calling for Cleveland Realtors

Cold calling can feel intrusive and outdated. While it still works for some, many successful agents prefer building relationships that generate repeat business and referrals.

“87% of our business on the 21 Mike Team comes from our sphere and referrals,” Mike explains. “Networking is farming, not hunting. You plant seeds that will grow over time.”

Rule #1: It Is Not About You—It Is About Them

Whether you are at a Chamber of Commerce meeting in Solon, a BNI chapter in Parma, or a charity event in Cleveland Heights, focus on what you can give rather than what you can get.

“Treat networking like a cocktail party,” says Mike. “You do not walk in and shout, ‘I sell real estate—who needs me?’ Instead, ask about others, build rapport, and offer value.”

Tony Geraci agrees. “Make people feel special. Connect authentically and let the relationship grow naturally. Quality over quantity always wins.”

The Power of Weekly Networking Groups

Joining a BNI (Business Networking International) or similar group can provide regular opportunities to build lasting relationships.

Mike shares, “I joined BNI in my second year of real estate. The first year, I had one closing. By year five, I closed eight deals annually from my chapter alone.”

BNI’s Givers Gain philosophy aligns perfectly with network marketing. Give referrals first without expecting immediate returns. Over time, the reciprocity will flow naturally.

If BNI chapters near you already have a Realtor, consider:

Joining Chambers of Commerce (even with multiple Realtors, standout by adding value).
Exploring groups like LeTip, Toastmasters, or even starting your own referral network.
Volunteering or sponsoring local events to build relationships organically.

One-Time Networking Events: Make Every Conversation Count

At larger events—networking mixers, charity auctions, or business expos—set a goal to have a few meaningful conversations rather than collecting a stack of business cards.

Mike’s pro tip:
“Do not hand out your card to everyone. Instead, build the conversation until they ask for your card. Or offer to send valuable information, like my popular Cleveland Market Update or Senior Downsizing Guide.”

Tony adds, “Look for attendees who align with your business goals. An experienced estate attorney or property manager may be more valuable than a brand-new sales rep. Prioritize who you spend time with.”

Building Relationships Outside of Events

Networking is not limited to meetings and events. Realtors should:

Connect with Assisted Living Facilities and offer valuable resources like a Senior Moving Guide.
Collaborate with divorce attorneys, estate planners, and property managers who often need trusted Realtor referrals.
Sponsor community events or workshops relevant to your target demographic.

Start by learning about their business needs, not pitching your services. Offer value before asking for business.

Consistency and Tracking: The Secret Sauce

Like farming, networking requires ongoing effort:

Stay in touch with contacts regularly.
Track where referrals come from to focus on productive relationships.
Reassess connections that have not produced results after significant time and effort.

Tony emphasizes, “Some relationships will not grow despite your best efforts. Know when to move on and reinvest your time.”

Final Thoughts from Mike Ferrante and Tony Geraci

Mike Ferrante:
“Stop grinding with cold calls if it is not for you. Focus on building relationships and giving value. That is how you create a sustainable real estate business.”

Tony Geraci:
“Networking is not just about who you know, but who knows you—and trusts you. Invest time in becoming that trusted professional.”

Join the 21 Mike Team: Opportunities Available in Northeast and Central Ohio

The 21 Mike Team at Century 21 HomeStar is growing and actively seeking Realtors in Akron, Canton, Lorain County, Columbus, and throughout Greater Cleveland.

If you want to work with a team that provides leads, marketing tools, admin support, coaching, and a proven system to build a referral business, let’s talk!

📧 Email Mike Ferrante at mike@21mike.com
🌐 Visit 21Mike.com and click “Schedule Appointment.”

About Century 21 HomeStar and the 21 Mike Team

Century 21 HomeStar, led by Tony Geraci, offers top-tier support for Ohio Realtors. The 21 Mike Team ranks among the leading real estate teams in Cleveland and Northeast Ohio, providing agents with the systems and mentorship needed to thrive.