Unlocking the Secret to 100 Referrals a Year in Real Estate
Table of Contents
- Introduction
- Becoming More Referral
- Creating Your Top 100 List
- Building Your Referral Partner Team
- Daily Instagram Stories
- Weekly Facebook Live Video
- Repurposing Your Video Content
- Monthly Mailer to Your Top 100
- Monthly Phone Calls to Your Top 100
- Scheduling Personal Meetings with Your Top 100
- Birthday Program
- Handwritten Thanksgiving Cards
- Annual Real Estate Review
- Two Annual Events per Year
1. Introduction
Welcome to another Friday live training session for real estate agents. Today, we'll be focusing on how to generate more referral business. As a real estate agent, the ultimate goal is to have the majority of your business come from referrals. In this training, I will guide you through a step-by-step communication plan that will help you achieve that goal.
2. Becoming More Referral
Before you can start building your business through referrals, it's essential to become someone who is referral-worthy. This means being a person of integrity, providing value to your clients, and being actively involved in your community. By becoming a person others look up to, you'll naturally become more referral and attract more business.
3. Creating Your Top 100 List
One of the first steps in generating referral business is to create your Top 100 list. These are the people who are closest to you and who you can pick up the phone and call without hesitation. Your Top 100 list should consist of past clients, friends, family, sphere of influence, and referral partners. If you don't have 100 people, start with what you have and aim to build your list over time.
4. Building Your Referral Partner Team
To expand your referral network, it's beneficial to have a referral partner team. These are professionals in related fields whom you can build long-term business relationships with. Think of having two divorce attorneys, two probate attorneys, two estate attorneys, two financial planners, two CPAs, two accountants, two insurance agents, two sales managers for assisted living facilities, and two mortgage loan officers on your team. Building relationships with these professionals will ensure that you're top of mind when they come across potential clients in need of real estate services.
5. Daily Instagram Stories
In today's digital age, being a content marketer is crucial for success as a real estate agent. One of the most effective ways to engage with your audience is through daily Instagram stories. Share snippets of your day-to-day experiences in the real estate business, whether it's showing a property or discussing market trends. By consistently providing valuable content, you'll build influence and connect with your audience on a deeper level.
6. Weekly Facebook Live Video
To further establish your presence and engage with your audience, create a weekly Facebook Live video. Choose a specific day and time, and make it a regular event so that your audience knows when to expect it. In each video, cover a different topic related to the real estate market. Offer insights, tips, and advice to demonstrate your expertise and provide value to your viewers.
7. Repurposing Your Video Content
Don't let your video content go to waste. Repurpose it to reach a wider audience. Upload your videos to YouTube, creating a dedicated channel for your real estate business. Then, send weekly video emails to your database, including a link to your latest YouTube video. This extends your reach and keeps your contact database engaged with your content.
8. Monthly Mailer to Your Top 100
Stay top of mind with your Top 100 list by sending them a monthly mailer. Use the content from your weekly videos and create a newsletter or personalized letter. Include market updates, real estate tips, spotlight your referral partners, and share any personal updates. By consistently sending valuable information, you reinforce the relationship and position yourself as their trusted real estate advisor.
9. Monthly Phone Calls to Your Top 100
In addition to the monthly mailer, set aside time each month to call each person on your Top 100 list. Use these phone calls to catch up, show genuine interest in their lives, and ask how you can help them. Building a personal connection through regular phone calls strengthens the relationship and increases the likelihood of receiving referrals.
10. Scheduling Personal Meetings with Your Top 100
Take your relationship-building a step further by scheduling personal meetings with your Top 100. Whether it's grabbing a coffee, going out for a meal, or engaging in an activity together, these face-to-face interactions deepen the bond and foster loyalty. Use these meetings as an opportunity to discuss their real estate needs and offer your expertise.
11. Birthday Program
Make your clients feel special on their birthdays with a personalized birthday program. Call each person on their birthday to wish them well, send a birthday card in the mail, and include a small gift. It could be something as simple as a scratch-off lottery ticket. By acknowledging their birthday, you show that you genuinely care about them, strengthening the relationship.
12. Handwritten Thanksgiving Cards
Stand out from the crowd by sending handwritten Thanksgiving cards to your Top 100 list. Take the time to express gratitude for the relationship and let them know how much they mean to you. A personalized, handwritten card goes a long way in making your clients feel valued and appreciated.
13. Annual Real Estate Review
Schedule an annual real estate review with each person on your Top 100 list. During this meeting, conduct a thorough market analysis to determine the value of their property. Invite your mortgage loan officer to assess their debt and explore options for refinancing. Discuss any necessary property improvements and address any life changes that may affect their housing needs. By providing this comprehensive review, you demonstrate your commitment to their long-term real estate success.
14. Two Annual Events per Year
Finally, host two annual events to express appreciation to your clients. Plan a summer event and a winter event where you can gather and celebrate together. Include activities for both adults and children, ensuring a fun and memorable experience for all. These events create opportunities for your clients to meet one another, network, and refer business to you.
By implementing these 14 strategies, you'll position yourself as a referral-worthy real estate agent. The consistent and meaningful communication with your Top 100 will strengthen relationships, generate referrals, and help you achieve long-term success in the real estate industry.
Highlights
- Becoming a person of influence in the real estate community
- Creating a Top 100 list of contacts
- Building a referral partner team
- Using daily Instagram stories to engage with your audience
- Hosting weekly Facebook Live videos on real estate topics
- Repurposing video content for YouTube and email marketing
- Sending monthly mailers to your Top 100 list
- Making monthly phone calls to strengthen relationships
- Scheduling personal meetings to deepen connections
- Implementing a birthday program for personalized recognition
- Sending handwritten Thanksgiving cards to show gratitude
- Conducting annual real estate reviews with clients
- Hosting two annual events for client appreciation
FAQ
Q: Can I start implementing these strategies even if I don't have a large client base yet?
A: Absolutely! It's never too early to start building strong relationships and positioning yourself for referral business. Begin with the people you know and gradually expand your network over time.
Q: How often should I post on Instagram and Facebook?
A: Aim for daily Instagram stories to stay connected with your audience. For Facebook Live videos, once a week is ideal to maintain consistency and engagement.
Q: What should I include in the monthly mailers?
A: Your monthly mailers can include market updates, real estate tips, spotlighting your referral partners, and sharing any personal updates. Focus on providing valuable information that your recipients will find helpful and interesting.
Q: How long should the annual real estate reviews be?
A: The duration of the annual real estate reviews will vary depending on the client and their specific needs. Plan for a comprehensive discussion that covers market analysis, debt analysis, property improvements, and any other relevant topics. It's essential to provide a thorough and personalized review for each client.
Q: How can I make the annual events both entertaining and meaningful?
A: Plan activities that cater to both adults and children to ensure everyone has a good time. Create opportunities for networking and socializing while also incorporating elements of gratitude and appreciation for your clients.
