Welcome!

There is a “formula” to make that happen..

What if there was a formula that was guaranteed to bring in to

your real estate business a steady stream of referrals every

single month?

YOU can do it with GREATNESS!

“The Importance of having a daily plan”

1. Make intentional outbound calls to people who can refer you to people they know

2. Write personal handwritten notes to people who can refer you & others. Express sincere gratitude. Share some encouragement & ”. Be the “ray of sunshine”

3. Meet “in person” with clients andpeople who can refer you to people they know

“The Formula”

Have a Daily Plan:

Do 3 intentional things every day (NO MATTER WHAT) (NON-NEGOTIABLE)

Block time every day todo the most important activities!

Treat this blocked time like an appointment

with a client for a listing or showing

What does your calendar look like?

Do you control your calendar or does your calendar control you?

Make 10 intentional outbound CALLS to people who can refer you to people they know

(NO MATTER WHAT) (NON-NEGOTIABLE)

Who Do I call?• Past Clients• Current Clients• Prospective Clients (Leads & prequalified clients looking for a home• Industry Partners (Title Reps, Insurance, Home Inspectors, Contractors,

Handyman, Plumbers Heat & Air Co., etc.• Community Businesses-Owners and workers at restaurants, spas,

furniture stores, markets, retail stores, Fast Food places, pharmacy, doggroomers, etc.

• Networking Groups (Chamber, BNI, Rotary, etc)• Your Circle of Influence-People you know outside of work that you do things

with (sports parents you know or meet that play with your kids or family, Church, Book Clubs, friends, family,

What do I say?Past Clients and Current Clients

“Hi (First Name). This is ____ from _____. How was your weekend? (Listen/pay attention to what they did). That sounds like fun.

“I’m glad you had a good weekend (mention whatever they told you they did).

I’m here to help you with any real estate questions. We are also here to help your friends with the same questions. Call, text or email me anytime you or a friend that needs our assistance. I really appreciate your business (First Name). By the way, Who in your group of friends is planning to buy or sell a home in the next 6 months. (be patient and let them process the question) “Thank you so much for your trust in me. I’ll contact them right away and keep you informed every step of the way. I really appreciate your business (First Name). Have a great day!

GREAT FOR QUARTERLY MARKETING CALLS TO PAST CLIENTS.

What do I say to past client, current clients and others?

“I appreciate your trust in us as your realtor. If you know anyone else looking to buy, build or sell, can I count on you to call me and give me their name and number.”

THIS IS GREAT FOR EVERY CALL YOU RECEIVE OR MAKE DURING THE TRANSACTION.

“Intentionally write 5 Personal Handwritten notes(NO MATTER WHAT) (NON-NEGOTIABLE)

Who do I write notes to?• Builders• Past Clients• Current Clients• Prospective Clients (Leads & prequalified clients looking for a home• Industry Partners (Title Reps, Insurance, Home Inspectors, • Appraisers (not about a current loan), Contractors, Handyman, Plumbers

Heat & Air Co., etc.• Community Businesses-Owners and workers at restaurants, spas, • furniture stores, markets, retail stores, Fast Food places, pharmacy, dog

groomers, etc.• Networking Groups (Chamber, BNI, Rotary, etc)• Your Circle of Influence-People you know outside of work that you do things with

(sports parents you know or meet that play with your kids or family, Church, Book Clubs, friends, family,

Intentionally meet “in person” with 5 people who can refer you

(NO MATTER WHAT) (NON-NEGOTIABLE)

• Who do I meet “in person” with?• Builders• Past Clients• Current Clients• Prospective Clients (Leads & prequalified clients looking for a home• Industry Partners (Title Reps, Insurance, Home Inspectors, • Appraisers (not about a current loan), Contractors, Handyman, Plumbers

Heat & Air Co., etc.• Community Businesses-Owners and workers at restaurants, spas, • furniture stores, markets, retail stores, Fast Food places, pharmacy, dog

groomers, etc.• Networking Groups (Chamber, BNI, Rotary, etc)• Your Circle of Influence-People you know outside of work that you do things with

(sports parents you know or meet that play with your kids or family, Church, Book Clubs, friends, family,

Where and when do I meet with people?

• Starbucks

• Restaurants for breakfast, lunch, or dinner

• At their office or business

• At your office

• Talk with them wherever you see them (games, BBQ’s, gatherings, parties, etc)

Build good strong relationships with people.

How do I set it up?

• Start with your advocates-The people who have referred you and will refer to you if you stay in front of them.

• Call them up and set up a time to meet with them. These are people who have referred you business.

• They are your “gold mine” of referral sources.

Past Referral Partners“Hi ____, I just want to touch base and let you know how much I appreciate your referrals. It’s good people like you that have helped me grow my business. I enjoy giving referrals as well. I’d love to meet at Starbucks (my treat) When is a good time and day this week or next week?” (Get it scheduled)

Follow up with a personal note to them (every single time)

What do I say?

Build good strong relationships with peopleShow them you care Listen to themFind out what they enjoyIt’s “all about them”. People love to talk about themselves and know you are interested.Ask them what you can do to refer them business (or to help them in other ways that apply if they don’t have a business)Always tell them how much you appreciate their referrals and honor their trust in you and your team

Keep track!You need to know where your business

is coming from

Keep track of the calls, notes and “in person” appointments and all referrals that come in.

You can use a spiral binder: (Or Google docs)Date:

Name of Client:

Who referred them? (Type of referrer and name)

Outcome:

Note sent to Referrer?

Note sent to the referred person? (Even If they did not qualify)

TIME MANAGEMENT SECRET

• SCHEDULE BACK TO BACK APPOINTMENTS

• Think about travel time and the ability to introduce the clients to each other.

• Read the book called the 7 Levels of Communication.

MCE House Cleaning

• Make sure that sign all paperwork required for MCE. If we can’t read your info, it will not be our fault if filed wrong.

• We will take breaks for bathrooms and calls

• Payment-Today all monies collected will go toward a mission trip in Guatemala. We will be building a few homes for widows and orphans. Class cost is $10 per class. But feel free to donate as much as you desire. Thx!

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My Team!