When Wendy Papasan went to her first Keller Williams Household Reunion occasion, she had an enormous aha: actual property brokers are essentially the most related folks on the earth. Regardless of sending 150 handwritten notice playing cards to the brokers that she had met on the occasion, she obtained just one notice again. This despatched Wendy on a journey to construct a system that will assist her keep in contact with brokers and produce agent referrals.
Her method concerned sending easy, participating emails that sparked responses, fostering two-way conversations. Through the years, this agent-to-agent referral technique turned a significant income stream for Wendy’s workforce, contributing between 25% and 40% of their enterprise. Regardless of having to pay referral charges, Wendy views them as the price of sale, emphasizing the effectiveness and effectivity of this method.
1. Suppose BIG and begin small.
All of us need to generate tons of recent enterprise, and in that zeal, we frequently attempt to do an excessive amount of or permit our programs to develop into too difficult from the beginning. Keep in mind, all nice BIG companies begin as nice SMALL companies.
2. Begin to develop an agent database.
Many brokers have consumer databases however few have referral accomplice or agent databases. Begin by including a tag to your present CRM or beginning a brand new spreadsheet known as “Agent Referral Companions.” Add to this record constantly by assembly brokers outdoors of your market at occasions or on social media.
3. Ship a month-to-month e-mail.
This e-mail serves because the core of your agent contact program. The emails usually fall into two buckets:
1. Questions – If you wish to be in a relationship, you have to talk! Ask easy questions in search of easy replies to deepen your relationships. A well timed instance that Wendy receives tons of replies from is, “What was your largest aha from KW Household Reunion?”
2. Worth – Share one thing that an agent in one other market would discover useful or useful. Attempt sharing this podcast!
4. Choose up the cellphone.
Attempt calling every agent in your database just a few occasions a 12 months to indicate that you just care! Care calls matter for agent companions similar to they do for patrons!
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