If I Had to Generate 24 Real Estate Referrals in 12 Months, Here’s Exactly What I’d Do — Transcript

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1. 0:00If I had to generate 24 referrals in the
2. 0:02next 12 months, this is the strategy and
3. 0:04exactly what I would do. You know, most
4. 0:06people when they think about this, they
5. 0:07hear 24 referrals and they think it's a
6. 0:10ton, and it is a lot of referrals, but
7. 0:12when you break it down to two per month,
8. 0:14everything else begins to make sense.
9. 0:16Most people say they want referrals, but
10. 0:17they don't have a strategy. Today, I'm
11. 0:19going to give you that exact strategy
12. 0:20and exactly what you can do to make this
13. 0:22happen. All right, the first step in
14. 0:23this process is to build your MLTR
15. 0:26group. This is your most likely to
16. 0:28refer. I like to start with 50 people.
17. 0:30If you don't have 50, that's fine. Start
18. 0:32where you are. But I want you to be
19. 0:33thinking about a specific group. These
20. 0:35are the people that are most likely to
21. 0:37send you those referrals. So, who is
22. 0:38that going to be? That's going to be
23. 0:39past clients. People that have already
24. 0:41worked with you, that already know,
25. 0:42like, and trust you, that you had a
26. 0:44great relationship with, that you're
27. 0:45going to continue. And the natural
28. 0:46progression of that relationship is is
29. 0:49as people are talking to them about
30. 0:50their house or their situation, they're
31. 0:53going to be able to refer someone to
32. 0:54you. Also, who are the connectors that
33. 0:56you know? Who are the people that know
34. 0:58everybody in your community? Those are
35. 1:00going to be people that you're
36. 1:00definitely going to want to have on this
37. 1:02list. Also, who are the service
38. 1:04providers that you're sending business
39. 1:05to that the natural progression in that
40. 1:08relationship is that it shouldn't be a
41. 1:09one-way street? They should be sending
42. 1:11people to you. And then also, who are
43. 1:13the people that are your fans? Who are
44. 1:14the family, the friends, the people that
45. 1:16you know that you know that if they had
46. 1:18an opportunity, they would send them
47. 1:19someone your way. You see, the key with
48. 1:21all of this is is think about the people
49. 1:23that not only that you have a depth of a
50. 1:25relationship with already, but people
51. 1:27that you can grow with, people that you
52. 1:29can support, people that can support
53. 1:31you. But it's not unnatural. This is
54. 1:33just a natural group. And what we're
55. 1:34going to do is we're going to name this
56. 1:36top 50 list MLTR group basically so that
57. 1:39we can set aside and all of the things
58. 1:41I'm going to tell you and that are
59. 1:42upcoming, those are going to be things
60. 1:44we're going to do to support that group.
61. 1:45All of a sudden, you think about it. Now
62. 1:47you got 50 people that you're really
63. 1:48going to be deepening relationships with
64. 1:50that are naturally going to potentially
65. 1:51send you referrals. 24 in 12 months
66. 1:53doesn't sound like it's too many. Now it
67. 1:55sounds like something that's not only
68. 1:56achievable, it's something that if you
69. 1:58put into practice the principles I'm
70. 2:00going to talk about next, you're
71. 2:01absolutely going to see it happen. The
72. 2:02second step is is to actually be
73. 2:04purposeful in having two relationship
74. 2:07meetings every single week. You know,
75. 2:08I've talked about this in the past where
76. 2:09Heidi had shared with me where she was
77. 2:11actually not buying leads, she was
78. 2:12buying lunch. This is something where
79. 2:14I'm going to talk to you about reframing
80. 2:16this a little bit where it's basically
81. 2:18that you're just thinking about how do I
82. 2:19spend some time with people whether it
83. 2:20be coffee, whether it be just popping in
84. 2:22just spending a little bit of time with
85. 2:24them to deepen that relationship. And
86. 2:26during that time naturally what we're
87. 2:28going to do is we're going to ask them
88. 2:29how we can help them. We're going to ask
89. 2:30them about their family. We're going to
90. 2:32ask them about their business.
91. 2:33Ultimately they're going to ask us about
92. 2:35our business and what they can do to
93. 2:37support us. This is where I've changed
94. 2:39the language a little bit. What I would
95. 2:40suggest is is that instead of asking
96. 2:42them to refer people to you, because
97. 2:44nobody wants to be referred to someone,
98. 2:45what they want to be done is they want
99. 2:47to be introduced. And so what we want to
100. 2:48do is is when they do that is is that
101. 2:50hey, I just want to thank you in advance
102. 2:51that when you hear the opportunity of
103. 2:53somebody that's thinking about buying or
104. 2:54selling, that you just make an
105. 2:56introduction, preferably just a text
106. 2:58introduction with me, you, and that
107. 3:00person because then it's really personal
108. 3:02and it gives me the ability to make sure
109. 3:03that I take the best care possible for
110. 3:05those folks that you send my way. When
111. 3:07you'll do this where you're deepening
112. 3:08relationships, this is the first step
113. 3:10that will naturally lead to the
114. 3:12progression of having those referrals
115. 3:13coming your way. The third step is is to
116. 3:15become a connector. Be the person that
117. 3:18introduces other people where absolutely
118. 3:21you're the one that are generating new
119. 3:23and fresh relationships and also giving
120. 3:25people the ability to grow their
121. 3:26business. So what would this look like?
122. 3:28You want to be the person who has the
123. 3:29deepest and best list of service
124. 3:32providers so that when someone needs
125. 3:33something, they call you and you can
126. 3:35make the connection. It does two things.
127. 3:37Now, what you've done is you've
128. 3:38strengthened a relationship by giving
129. 3:40them the ability to solve the problem
130. 3:41they have. But also, what you've done is
131. 3:43is the person you've referred to them
132. 3:45now is thankful to you because you've
133. 3:46helped their business. This is the way
134. 3:48you can make those connections. Who are
135. 3:50the two business owners that you know
136. 3:52that you know if they met each other,
137. 3:53they would probably have a connection?
138. 3:55Who are the people that actually are in
139. 3:56your community that you can spotlight by
140. 3:59showcasing their business with social
141. 4:00media? Who are the people that you can
142. 4:02leave Google reviews for and that you
143. 4:05can actually begin to share some things?
144. 4:06You see, when you start connecting
145. 4:08people or helping them in their
146. 4:09business, it naturally comes back to
147. 4:11you. The way I like to think of it is is
148. 4:13if you'll just start opening doors for
149. 4:14other people, you'll be amazed at the
150. 4:16doors that'll open for you. The next
151. 4:17step is is to create content that gets
152. 4:19you recommended. Recommended by two
153. 4:21different people, both people and AI.
154. 4:24Listen, we haven't even talked about
155. 4:25this. One of the best ways to get
156. 4:27referrals is to let AI be the person
157. 4:29who's actually or the bot that's
158. 4:31actually sending some things your way.
159. 4:32So, we're going to do content that is
160. 4:34really attractive to two different
161. 4:36entities. People and also to the AI. So,
162. 4:39here's what we're going to do is as my
163. 4:41friend Jason Pantana put it this way.
164. 4:43When you're thinking about the type of
165. 4:44content that people love to see or that
166. 4:47this specifically to real estate that
167. 4:48the AI bots love, you're going to think
168. 4:50about three Ps. You're going to think
169. 4:52about the people. In other words, they
170. 4:54want to know the people, the places in
171. 4:55your local area. They also want to know
172. 4:58property. So, you're going to do
173. 4:59property tours. And the third thing is
174. 5:00they want to know process. What's the
175. 5:02process of purchasing? What are the loan
176. 5:03type of opportunities that are out there
177. 5:05right now specifically to their
178. 5:07situation? You see, when you start
179. 5:08thinking about places, people, you start
180. 5:10thinking about processes, and you start
181. 5:12thinking about it from a standpoint of
182. 5:13what is it that will actually be of
183. 5:15value to not just people and your ideal
184. 5:18client, but what is it that will get
185. 5:20shared? What is it that AI will share
186. 5:22out to other people? The algorithm and
187. 5:24what is it also that the people that you
188. 5:26know are thinking about buying a real
189. 5:28estate
190. 5:30are going to get it sent to them. This
191. 5:32is the way we're going to create content
192. 5:34that absolutely moves the needle and
193. 5:36gets you recommended not just by people
194. 5:38but AI as well. The next step is is to
195. 5:40become unforgettable. And this is really
196. 5:41to two different groups. Obviously, that
197. 5:43top 50 group, we want to stay
198. 5:44unforgettable by continuously having
199. 5:47conversation with them, by offering
200. 5:49surprise gifts, popbys. Maybe it's
201. 5:52something where if they have an office
202. 5:53that they work in, maybe you just drop
203. 5:55by and drop a don a dozen donuts by to
204. 5:58them that you know they're going to
205. 5:59share with other people and they're
206. 6:00going to ask who it's from. Just find a
207. 6:02way to create opportunities for moments
208. 6:05to happen where you're unforgettable.
209. 6:07Also, with your past clients, with those
210. 6:08clients that you're working with, what
211. 6:10are those moments where you can do
212. 6:12something special that's going to stand
213. 6:13out? Hey, when they go under contract,
214. 6:15could you send some flowers? Could you
215. 6:17send something that would be meaningful
216. 6:18to them, like a potentially like a front
217. 6:21door rug that says their name
218. 6:23established in whatever year it is,
219. 6:25whatever it is, think of ways to
220. 6:27remember special dates. Think of things
221. 6:30that you notice on social media that you
222. 6:32can all of a sudden make sure that
223. 6:34you're recognizing those moments in
224. 6:36their life because that begins to
225. 6:38associate they begin to associate you
226. 6:39with those special times. When you
227. 6:41become unforgettable, the referrals will
228. 6:43absolutely follow. And I promise these
229. 6:46little moments turn into opportunities
230. 6:48that you can't even imagine what they'll
231. 6:49do for your business. Number six is when
232. 6:51I want to kind of circle back to
233. 6:52language-wise, and I want you just to be
234. 6:54thinking of opportunities to ask for
235. 6:56introductions instead of referrals.
236. 6:59Okay. So, what we're going to do is
237. 7:00we're just going to reframe as we're out
238. 7:02and about as the natural conversations
239. 7:04happened. You know, when I was first
240. 7:06coming up, it was like well, you had to
241. 7:07put little stickers on everything that
242. 7:08said we love referrals or whatever. And
243. 7:10all we were doing in that case was
244. 7:12trying to stay top of mind. But here's
245. 7:14the thing. When you're in a general
246. 7:16conversation and you're just having
247. 7:17those things and something comes up and
248. 7:19maybe you lead with people that you're
249. 7:21just running into or things that you're
250. 7:22doing, hey, listen, is there anything I
251. 7:24can do for you? Can I leave you a Google
252. 7:25review? Anything I can do to recommend
253. 7:26your business? Hey, would you like for
254. 7:28me to highlight your business? If I did,
255. 7:30what would you want me to highlight
256. 7:31about it on social media? You see, when
257. 7:33we start offering those things, you're
258. 7:35going to get those questions. The key is
259. 7:36is then just say, "Hey, listen. I just
260. 7:38would appreciate if you keep me in mind
261. 7:40and make an introduction to anyone you
262. 7:42think could help my real estate
263. 7:43business, whether that be somebody
264. 7:44thinking about buying or selling or
265. 7:46somebody that I could actually use as a
266. 7:48service provider." because now you're
267. 7:50circling back and you're becoming the
268. 7:52connector, but you're also making sure
269. 7:54that you're keeping it top of mind by
270. 7:56asking for the business, just doing it
271. 7:57in a way that feels a little different
272. 7:59than it used to. Last but not least, the
273. 8:00key to getting referrals is is to track
274. 8:02the activities and not the results.
275. 8:05Well, if we can't control when someone's
276. 8:06going to hear about the fact that they
277. 8:08hear of somebody that's thinking about
278. 8:09buying or selling, but what we can do is
279. 8:11is we can control the activities that
280. 8:12keep us top of mind that not if, but
281. 8:14when that happens, that they'll refer
282. 8:16someone our way. So, what we want to do
283. 8:17is I want to give you kind of a weekly
284. 8:19checklist of exactly what you should do.
285. 8:21Foundationally, what I would do is I
286. 8:23would try to have two of those meetings
287. 8:25every single week where you're deepening
288. 8:26those relationships. Also, I would want
289. 8:28to highlight one local business where
290. 8:31I'm helping someone else out that is a
291. 8:33potential connector for us on on social
292. 8:36media. Next, I'm going to want to leave
293. 8:38two specific local business Google
294. 8:41reviews because that in turn leads to
295. 8:43them stay you staying top of mind, but
296. 8:45also you're helping them out. law of
297. 8:46reciprocity goes into motion as well.
298. 8:48We're going to ask someone every single
299. 8:51day for an introduction. And not only
300. 8:53we're going to ask for an introduction,
301. 8:54we're going to make an introduction
302. 8:56every single day to be that connector we
303. 8:58were talking about. Look, when you have
304. 8:59a specific strategic plan of action on a
305. 9:03weekly basis to generate referrals, it
306. 9:05becomes something that is a systematic
307. 9:07approach to your business that leads to
308. 9:09results. I hope this has been helpful
309. 9:10and I'll talk to you guys soon. Thanks
310. 9:13for watching the video. I specifically
311. 9:15chose the video below for you because it
312. 9:17builds on the one you just watched.