A real-estate coach got three referrals in 20 minutes by calling people he already knew, starting with his wife. The point: your best referral sources are in your phone, but only if you stay in touch and add value.
I was in a coaching event where there were probably 40 of us in a room. And they gave us 20 minutes. And this is a lesson around your database. They gave us 20 minutes, and all we could use is our cell phone. So people that were in our cell phone already, so they already knew us. Hopefully they liked us, maybe they trusted us. The challenge was how many referrals we could generate. Legitimate referrals could we generate if all we had was 20 minutes in our cell phone. So we each broke into our corners of the room, and within 20 minutes, I had two and a half referrals. So two legit referrals of people locally that were looking to buy or sell. And one I referred out to another agent and the people I called. The first person I called was my wife. And I said, julie, we're doing this thing. I don't know who else to call. But who do you know that might be looking to buy or sell a home? And she had someone at work that was talking about real estate. I'm like, how come you didn't tell me before? She's like, you didn't ask? And so that was a great reminder that there are people, you know that are either looking to transact themselves or they may know somebody. And unless you call them. Obviously, my wife loves me and she wants me to succeed, but it wasn't top of mind for her. Just know that there are people that you already know that if you did something to stay in touch with them regularly, add value and be of service, you would be top of mind, and they would reach out to you when they heard someone was looking to buy or sell.
