Lars from eXp Realty shows real estate agents how to stand out by making a written client promise, including it in the listing packet, and referencing it during updates. Consistent follow-through generates five-star reviews and referrals, turning a $15,000 fee into roughly $300 per hour of effort.
The bar is generally really low. Working with real estate agents, they have not thought through how to create an experience for folks that is just a slam dunk experience, meaning they're comparing you to the best hotel they've been to, they're comparing you to the best restaurant they've been to. If you're showing up and you're not organized and you don't have your stuff together and you're not like following a system driven client care process, it's going to be obvious to them. So you start with this commitment and when you send them their listing documents signed after you leave the home, you're putting this document signed at the front of that packet. So you're just reminding them. And then every time you call them for your weekly, let's say your weekly listing updates, you're calling and say, hey, Mr. Smith, this is Lars from Exp Realty reaching out for my weekly marketing update on your listing. I also want to check in on how we're doing against that promise I made when we first met. And then you're checking in on the promise. Okay, great. You end up not even having to ask for the referrals. So this thing does become this virtuous cycle. And the bottom line is that you're delivering an awesome experience. So they're leaving you the five star review and you're getting referrals in hand. This is one of the lowest hanging fruit in your business. If you really, really wrap your head around this and the opportunity to not only do right by someone because you're getting paid a lot of money, you're getting paid $15,000 for probably less than 50 hours worth of work. So that's $300 per hour.
