Latest / Massive Agent Podcast / 10X Your Referrals in 30 Days w/ Kit Bate

Transcript

10X Your Referrals in 30 Days w/ Kit Bate · Massive Agent Podcast

0:00
SPEAKER_01: Getting referrals is one of the fastest ways that real estate agents can get business, and I'm going to show you today how to 10x your referrals in the next 30 days.
0:08
SPEAKER_01: Let's jump into it.
0:10
SPEAKER_02: The Massive Agent Podcast.
0:12
SPEAKER_02: We lead generation tips and strategies to give you more leads and sell more homes.
0:17
SPEAKER_00: I love to buy houses.
0:19
SPEAKER_00: I like to sell houses.
0:20
SPEAKER_02: It takes brass balls to sell it.
0:23
SPEAKER_00: Wait a minute.
0:24
SPEAKER_02: Leads a week.
0:27
SPEAKER_02: I've had better.
0:28
SPEAKER_02: Oh.
0:29
SPEAKER_02: Have I got your attention now?
0:32
SPEAKER_02: Here's your host, Dustin Brome.
0:36
SPEAKER_01: What is up, guys?
0:37
SPEAKER_01: Welcome to episode 359 of the Massive Agent Podcast.
0:41
SPEAKER_01: I'm your host, Dustin Brome, here in Salt Lake City, Utah, where winter is upon us, kind of, because it's snowy and cold as shit.
0:49
SPEAKER_01: And I'm going to New York today and it's like 75 degrees, almost 80 degrees there.
0:53
SPEAKER_01: Weird time of year.
0:55
SPEAKER_01: Why do I feel like I have to talk about the weather when I start the show?
0:58
SPEAKER_01: What the hell?
0:58
SPEAKER_01: I don't know.
0:59
SPEAKER_01: Great freaking show today.
1:01
SPEAKER_01: I'm going to show you how to 10x your referrals in the next 30 days.
1:05
SPEAKER_01: So getting getting uh getting referrals from your current clients, getting referrals from your database, getting referrals from social media.
1:12
SPEAKER_01: And to do that, we're bringing in an expert who has been training agents on this for over a decade.
1:19
SPEAKER_01: His name is Kit Bate.
1:20
SPEAKER_01: He is a loan officer.
1:22
SPEAKER_01: He's a branch manager.
1:23
SPEAKER_01: He's a coach with Guild Mortgage here in Salt Lake City, Utah.
1:26
SPEAKER_01: Fun fact, I attended one of his CE classes many years ago.
1:30
SPEAKER_01: Like when I was still trying to, when I was still this agent thinking that I had to wear a frickin' name name tag and uh khaki pants trying to figure out this business.
1:38
SPEAKER_01: I remember attending one of his CE courses uh years ago.
1:42
SPEAKER_01: Like he's he's so up to date on what works.
1:45
SPEAKER_01: He works with it, he works with and helps a ton of agents all across the country.
1:49
SPEAKER_01: And he's an incredible loan officer, incredible lender, uh, but absolutely an expert on referral generation.
1:56
SPEAKER_01: So I'm excited to bring Kit onto the show today.
1:59
SPEAKER_01: Before we do that, quick reminder you've heard me talk about the brand new Massive Agent Society Business Accelerator, the 12-week program, the business accelerator, where we take solo agents and hold your hand step by step and teach you how to build an actual business that you can step away from that doesn't require you for homes to be sold.
2:18
SPEAKER_01: You can literally take a month off, homes continue to sell, sales continue to be made, revenue is generated, and you're not required anymore.
2:25
SPEAKER_01: And of course, you can't do that overnight.
2:27
SPEAKER_01: It takes some work, but the the massive agent business accelerator is really like the bus how to build that business in a box.
2:36
SPEAKER_01: So the reason I'm bringing it up today, we are closing down registration for the first phase of the group in 72 hours.
2:45
SPEAKER_01: So by this weekend, when this let's see, I should probably give you a date since this podcast comes out on Thursday the 7th, or Wednesday the 6th, if you're watching YouTube.
2:54
SPEAKER_01: I don't know if you guys knew that, but the Massive Agent podcast comes out a day early on YouTube.
2:59
SPEAKER_01: So if you're a subscriber to the Massive Agent channel, you get to hear the episodes a day before they drop on all the audio platforms.
3:07
SPEAKER_01: Uh let's see, midnight of Friday the 8th, November 8th, we are closing down registration until we relaunch a whole new 12-week program because we don't want you to get too far behind.
3:18
SPEAKER_01: Uh we we absolutely want to make sure that every single person who's in the program is doing the work, doesn't get too overwhelmed, because you know, if you're going to build a business, you have to take steps, you have to take action.
3:33
SPEAKER_01: We're gonna hold your hand, we're gonna show you step by step what to do and how to do it and save you a shitload of time, of course, but it still takes work, and so we don't want to overwhelm you too much.
3:44
SPEAKER_01: So, right now, for the next 72 hours, you have the chance to join the first phase, the be a founding member, which will never happen again.
3:52
SPEAKER_01: It'll the by the way, the price is absolutely going up after this first phase, so it'll never be this cheap again.
3:58
SPEAKER_01: But go to Massive Agent Society.com slash founder and join today if you want to be part of this first group before we close it up, because it's not going to be open for a few months.
4:08
SPEAKER_01: You won't be able to get into this business accelerator for a few months.
4:12
SPEAKER_01: The price will be will be raised uh next time we open it up.
4:15
SPEAKER_01: So uh go over there and check that out.
4:17
SPEAKER_01: MassiveAgen Society dot com slash founder.
4:20
SPEAKER_01: And if you were on the webinar that I did a month or so ago where we launched the thing and you just haven't taken action yet, this is your last chance.
4:28
SPEAKER_01: I know there were a lot of you who didn't, unfortunately, uh, but you wanted to, this is your last chance.
4:32
SPEAKER_01: So you have until November 8th at midnight to join before we close registration.
4:38
SPEAKER_01: Let's jump into it right now with Kit Bate.
4:40
SPEAKER_01: What an incredible name.
4:41
SPEAKER_01: If you're if you're if you're gonna be marketing yourself, like what an incredible name.
4:44
SPEAKER_01: You couldn't pick a better name than that.
4:46
SPEAKER_01: I think it's fake.
4:47
SPEAKER_01: Um no, but Kit Bate, an incredible loan officer and branch manager with Guild Mortgage here in Salt Lake City, Utah.
4:53
SPEAKER_01: Let's show you right now how to 10x your referrals in the next 30 days.
4:57
SPEAKER_01: Let's go.
4:58
SPEAKER_01: Kit Bate, welcome to the Massive Agent Podcast.
5:00
SPEAKER_01: How's it going?
5:01
SPEAKER_00: Thanks, man.
5:01
SPEAKER_00: This is going great.
5:02
SPEAKER_00: Thanks for having me on.
5:03
SPEAKER_00: I love love what you're doing and uh supporting the the real estate community, so I'm happy to be a part of it.
5:09
SPEAKER_00: Thanks, man.
5:09
SPEAKER_00: I appreciate that.
5:10
SPEAKER_01: I mean, I remember this was this was a while ago.
5:13
SPEAKER_01: This was probably like eight, nine, maybe ten years ago.
5:15
SPEAKER_01: I went to a CE class that you were doing.
5:17
SPEAKER_01: I think it was at the Salt Lake Board of Realtors, but that was the first time that I uh that that I came across you and I remembered your name, right?
5:25
SPEAKER_01: Because Kit Bait, it's what a great name.
5:27
SPEAKER_00: Like if you're gonna if you're gonna be I had to change it when I started working in mortgages, so I won't tell you my previous name.
5:33
SPEAKER_00: Okay, so you did the Hollywood thing.
5:34
SPEAKER_01: I see.
5:35
SPEAKER_01: Smart.
5:36
SPEAKER_01: Um, but yeah, I've respected you for a long time.
5:38
SPEAKER_01: And and when when we got talking the other day, you're one of your zones of genius is that you you do a ton of training for agents all around uh about generating referrals.
5:51
SPEAKER_01: So what are you what are you teaching agents on how they can 10x their referrals?
5:57
SPEAKER_00: Yeah, it's uh it's not a lot of rocket science, it's just fundamentals and systems that are are overlooked that nobody really has.
6:05
SPEAKER_00: And everyone says we want referrals, and they tell people we want referrals, but nobody really does anything beyond that.
6:11
SPEAKER_00: Um so I I teach systems for how to identify who those people are that you should be asking for referrals, um, and then a lot of systems and scripts uh in particular towards during the transaction, because we all have clients that we're talking to on a regular basis, and then we typically wait until after the closing before we ask for referrals.
6:33
SPEAKER_00: Meanwhile, we've spent you know six months, 12 months since we started talking to this person when we know they've been talking to other people about what they're doing and have those opportunities potentially to refer us.
6:45
SPEAKER_00: And so, how to really train those clients on recognizing those opportunities because they they're not always thinking about referring us, even though we're thinking about getting referrals all the time.
6:56
SPEAKER_00: We don't realize people that we're talking to aren't doing our job, they're not marketing for us, they don't know to do that.
7:02
SPEAKER_00: And so scripts and systems and uh and how to how to teach around that is really really the focus of of those classes of those referral generation classes.
7:12
SPEAKER_01: Okay, say more because this is this is great.
7:14
SPEAKER_01: I you're absolutely right.
7:16
SPEAKER_01: Most agents wait until the end, or you know, ideally, if they're waiting till the end, like at the closing table is when they ask for referrals when when uh the clients are the happiest, right?
7:27
SPEAKER_01: Usually.
7:28
SPEAKER_01: Usually.
7:30
SPEAKER_01: But you're saying that there's this the entire time you're working with the client is a wasted opportunity, right?
7:36
SPEAKER_01: Exactly.
7:36
SPEAKER_00: Yep.
7:37
SPEAKER_00: Yeah, during the process, that's when we're when we're showing our value.
7:40
SPEAKER_00: That's when people are commenting and saying, Oh my gosh, you're amazing.
7:44
SPEAKER_00: I love this, this has been so great.
7:45
SPEAKER_00: And we're just like, oh, thanks, yeah, you've been awesome too.
7:48
SPEAKER_00: And we move on and we don't like we don't realize um where those opportunities sometimes lie during the transaction.
7:55
SPEAKER_00: And so uh like you said, at the closing table or when we're walking out to the parking lot and we're like, Congratulations, so excited for you.
8:02
SPEAKER_00: If you know anybody else, like this is the the hard close.
8:04
SPEAKER_00: I love it because we're all like these massive closers, and uh our close on referrals is if you talk to anybody else I can help, let me know.
8:13
SPEAKER_00: It's like wow, yeah, like amazing.
8:16
SPEAKER_00: Like we're gonna get tons of referrals now.
8:17
SPEAKER_00: Um, and then we get all butthurt when we find out that they didn't refer somebody, that they could have referred us, and like, oh, I totally forgot about to mention that to you, or yeah, I gave them your number, and I'm surprised they didn't call you, and and we haven't really taught them um what a referral looks like, what to do when they get a referral, um, and and really train them and remind them to be referring us because they're not thinking about it, especially during the transaction.
8:45
SPEAKER_00: They're busy thinking about everything else.
8:47
SPEAKER_00: They've got the logistics of like what school district their kids are gonna be in, where how they're gonna get stuff moved, and you know, their drive from work and commute times and things like that.
8:56
SPEAKER_00: So there's a lot of distractions from, oh, I just had a conversation and I should with somebody that can refer to Kit, and so I should, I should let Kit know they're not thinking about that all the time.
9:08
SPEAKER_00: And so we think that the one time that we mentioned, hey, if you talk to anybody during the transaction, if we're good, and we mentioned that in the beginning, um, we think that that's enough.
9:17
SPEAKER_00: And we're like, we don't want to bother them, we don't want to remind them because that'll sound super annoying, it'll sound unappreciative, that we're not grateful for their business, when really they're not thinking about it.
9:27
SPEAKER_00: And a lot of times it's just that realization if they don't think like us, we think we're being annoying, they're just not thinking about it at all.
9:34
SPEAKER_00: And so um so a lot of a lot of what I what I coach to is in the beginning, set the expectation.
9:42
SPEAKER_00: When you meet with a client and you go through your presentation, hopefully you've got you know a dialed-in buyer packet or or listing packet that you go through all the details of here's how the transaction looks.
9:52
SPEAKER_00: And then during that, I let them know here's what here's what I'm gonna do.
9:56
SPEAKER_00: I'm gonna update you during the transaction.
9:58
SPEAKER_00: I'll update you, it could be whatever day you want.
10:00
SPEAKER_00: I'll update you every single Tuesday.
10:02
SPEAKER_00: You're gonna get an update from me so you know where everything is at.
10:05
SPEAKER_00: And during that update, I'll also remind you that I love referrals and see if you've talked to anybody during the week.
10:12
SPEAKER_00: Is that okay with you?
10:14
SPEAKER_00: So then you set the expectation and you give yourself permission to ask for referrals multiple times through the transaction.
10:23
SPEAKER_00: I like that.
10:24
SPEAKER_00: Yeah, and then it just tees it up, so it's super easy to go from there.
10:28
SPEAKER_01: Don't you think it makes it so much easier rather than like if you don't let them know that you're going to be doing it, it could be a little cringy, it could be a little awkward or or unnatural, right?
10:39
SPEAKER_01: But you're letting them know, hey, I'm going to be doing this, so when they when you do it, it's not a surprise.
10:44
SPEAKER_01: They're not they're not um caught off guard by it.
10:47
SPEAKER_01: So I I really, I really like, I really like that aspect of it.
10:51
SPEAKER_01: So so you know, what should agents be like dive deeper, like what should they be saying, right?
10:56
SPEAKER_01: After after you let the client know that you're going to do that on a regular basis, how should you do that, you know, once every Tuesday comes, for example?
11:04
SPEAKER_00: Yeah.
11:04
SPEAKER_00: So what I do is in the beginning, you've got to set that expectation with them and let them know that they will be talking to people that they can refer to you.
11:13
SPEAKER_00: Like the reticular activating system, right?
11:16
SPEAKER_00: Like when you buy a car, and this is and I explained the car scenario to them, like, hey, when was the last time you bought a car?
11:21
SPEAKER_00: Oh, we bought a car two years ago.
11:22
SPEAKER_00: What happened when you drove off the lot and you thought you had this like super unique car that nobody else has?
11:27
SPEAKER_00: What happens as soon as you like pull off the car a lot?
11:30
SPEAKER_00: All of a sudden, all you see is the same exact car that you didn't realize before.
11:34
SPEAKER_00: And it's that reticular activating system part of the brain that recognizes those things.
11:39
SPEAKER_00: And so I say, just like that, when you bought the car, now that we're in the process of getting you into a new home or selling your home, you're gonna start noticing all those conversations with people that they're that are also thinking about buying or selling a home.
11:54
SPEAKER_00: Those are people that I want to talk to, even if it's just game planning.
11:58
SPEAKER_00: So then you teach them what a referral looks like.
12:00
SPEAKER_00: It's those conversations, it's someone that's just game planning.
12:03
SPEAKER_00: Because a lot of times we teach, we teach and reward people that that referrals are people that are ready to buy a house or ready to sell a house.
12:12
SPEAKER_00: And they've already gone through that whole education phase and they've talked to people and now they're ready.
12:17
SPEAKER_00: So now we can refer them over, but now they've also talked to the other five real estate agents that they know, and now you're competing and discounting, and and now your value shifts away from what you know your value truly is to a dollar sign.
12:32
SPEAKER_00: And when you can when you can teach them in the beginning and say, Hey, just let me know who you talk to, and I can educate them, even if they're a year out, two years out, whatever it's gonna take, let me know.
12:45
SPEAKER_00: Those are great referrals for me.
12:47
SPEAKER_00: So now you're teaching what a referral looks like.
12:49
SPEAKER_00: Then also teaching them when you have those conversations, what I would love for you to do is send a group text intro.
12:57
SPEAKER_00: If you can just say, hey, Kit, meet Dustin, Dustin meet Kit, he's gonna take care of you for all your all your lending needs and mortgage questions, he'll set up a time to do a consultation, answer any questions for free for you.
13:08
SPEAKER_00: If you'll just do that, that would be great.
13:11
SPEAKER_00: Because what happens a lot of times is I gave your number out to somebody, did they reach you?
13:16
SPEAKER_00: No, I didn't hear from them, and then you never hear from them.
13:18
SPEAKER_00: And uh, and it's just like it's it's not a strong referral.
13:22
SPEAKER_00: So we've got to teach what a referral looks like and how to refer, what what to do once they have that conversation.
13:28
SPEAKER_00: So they're having that conversation at a barbecue, and they say, Oh yeah, I've got a great lender.
13:33
SPEAKER_00: You should reach out to him.
13:34
SPEAKER_00: Here's his number, versus, oh, I've got a great lender.
13:37
SPEAKER_00: Is it cool if I shoot you a quick group intro, group text?
13:40
SPEAKER_00: And they say, Yeah, go for it.
13:41
SPEAKER_00: Send the text.
13:42
SPEAKER_00: Now, now I've got the contact information.
13:44
SPEAKER_00: I can be the one following up, building the pipeline up, and I can be the one in control of really converting that lead versus letting the clients be the one in control of converting the lead.
13:56
SPEAKER_00: And a lot of times, um, you know, we give we give thank you cards or gift cards or whatever.
14:02
SPEAKER_00: After we close, which is teaching them, look for people that are ready to close, right?
14:07
SPEAKER_00: And not just look for people that are mentioning real estate that I can help.
14:12
SPEAKER_01: There's so much I love about this approach.
14:14
SPEAKER_01: So as as you were talking, I'm thinking like, you're right.
14:18
SPEAKER_01: If if a buyer, for example, they're starting the process, they you know, they're they're working on uh even if they're in like the credit repair stage, like they're not even ready to buy, but they're working on it, they're planning.
14:29
SPEAKER_01: Um there once they really start that process, they're probably gonna have conversations with friends and family, like, hey, we're doing this, right?
14:36
SPEAKER_01: Because you're gonna share, like, hey, we're moving, you know, we're gonna be upgrading, we're gonna, whatever, right?
14:41
SPEAKER_01: And and so they have conversations, and there's other people that'll be like, oh, we've thought about that too.
14:47
SPEAKER_01: And and if they're not trained, like I love the that word that you used, if they're not trained to look for that, they're just like, Oh, cool.
14:54
SPEAKER_01: Like, cool, you're gonna do it too, awesome.
14:57
SPEAKER_01: And they don't realize that there's a chance for them to help their friend, right?
15:03
SPEAKER_01: Because what they're doing, it's not just giving you a referral, it's they are able to help their friend, give their friend a lifeline, give their friend um, you know, some resources to help them speed up their process, make it easier, right, make it less confusing and stressful.
15:20
SPEAKER_01: So they you're giving them a chance to be the to be the hero for one of their people, um, and you have to train them to do that.
15:27
SPEAKER_01: And the the next thing that that I loved is how you clearly explain how to give a referral.
15:34
SPEAKER_01: Because if if there's uncertainty around that, if they don't know what that looks like, like they could make it a lot more complicated than it needs to be, and then it just never happens.
15:43
SPEAKER_01: So I love the group.
15:45
SPEAKER_00: Or so simple, or so simple that they just say, Hey, yeah, I'll send you his info, and then they never reach out because in the meantime they've also talked to like five other loan officers or real estate agents, and and now you're just you know another number.
15:56
SPEAKER_01: Right.
15:57
SPEAKER_01: Not to mention, like, even if they do give you their friend's information and you call that friend, that's still a little bit weird.
16:04
SPEAKER_01: It's still a little bit awkward that you are reaching out without being introduced.
16:09
SPEAKER_01: Yep.
16:10
SPEAKER_01: Even if they tee them up properly, like there's there's a whole new level of it it works so much better, a whole new level of effectiveness when they, right?
16:20
SPEAKER_01: Your client does a group text and says, Hey, Johnny, meet kit.
16:25
SPEAKER_01: And now it's not weird, it's not awkward, it's just like it's a normal introduction, and they're they're much less likely to throw up red flags or to you know to feel awkward.
16:34
SPEAKER_01: So I love this.
16:35
SPEAKER_01: Right, keep going, say more.
16:36
SPEAKER_00: Like yeah, so the other thing to recognize too, and in teaching them um and and feeling like it's okay to teach them how to refer is realizing that most people don't work on commissions.
16:49
SPEAKER_00: Most people aren't looking for aren't business owners, they're not looking for more business continually like we are.
16:54
SPEAKER_00: Most of most people we talk to are set salary, set hourly income.
16:59
SPEAKER_00: So all that what their brain is programmed for is to punch a clock, clock in, clock out, they get paid the same amount every single time, every single week, and and they don't have to find those opportunities.
17:11
SPEAKER_00: And so realizing that I think is super important so that when we think we're being annoying by asking or reminding or teaching them what referrals look like, this is this is all new information to them.
17:24
SPEAKER_00: They they don't know how to do that, they don't know what that typically looks like.
17:28
SPEAKER_00: All that they know is maybe like if someone says, throws up on uh like Facebook, ISO in search of whatever, and they're like, oh, this person tag, and that's it.
17:37
SPEAKER_00: And and that's all that they really you know ever get to sometimes.
17:40
SPEAKER_00: Um and so I think realizing that is is an important thing to know that that they are not thinking like us all the time, so you're not being rude or offensive by reminding them.
17:53
SPEAKER_00: So to alleviate that and help help us feel okay with it, because we get in we get into real estate business uh because we're good with people.
18:01
SPEAKER_00: Because people like us, they love us, we get our our license, and then the phone doesn't ring.
18:07
SPEAKER_00: And someone tells us, hey, you should get, you know, work your database.
18:10
SPEAKER_00: We're like, okay, I'll work my database.
18:11
SPEAKER_00: Dustin, it's kit.
18:12
SPEAKER_00: Hey, you got any referrals for me?
18:14
SPEAKER_00: I'm in lending.
18:15
SPEAKER_00: Like, can you can you hit hook me up?
18:16
SPEAKER_00: Like, you got anybody that's thinking about refinancing or buying a home?
18:20
SPEAKER_00: And you're like, oh, sweet, that's good to know, dude.
18:22
SPEAKER_00: Like, yeah, I'll definitely keep it in mind.
18:23
SPEAKER_00: Cool.
18:24
SPEAKER_00: Next month, hey, anybody you talk to, Dustin?
18:26
SPEAKER_00: Anybody anybody you know?
18:27
SPEAKER_00: Like, oh no, dude, like, thanks for for calling.
18:29
SPEAKER_00: I still got you in in in in the top of my mind.
18:32
SPEAKER_00: Okay, thanks, appreciate it.
18:34
SPEAKER_00: Third month, ring ring, ring ring, ring ring, voicemail, and that's how it goes.
18:40
SPEAKER_00: And because all you've done is is is ask for referrals, and that's it.
18:45
SPEAKER_00: You haven't like added any value, you haven't taught them anything.
18:48
SPEAKER_00: And so um educating them, setting the expectation of, hey, here's what's gonna happen.
18:54
SPEAKER_00: Like, is it cool, Dustin?
18:55
SPEAKER_00: If I check in with you maybe like once a month, I know you're not always thinking about it, and so is it cool if I just check in once a month and see if you've talked to anybody or if you're in in process, you're in contract.
19:05
SPEAKER_00: Is it cool like when I update you with everything that's going on?
19:09
SPEAKER_00: Is it cool if I just also see if you've had any conversations during that prior week with anybody that I should be in contact with?
19:15
SPEAKER_00: You give yourself permission to do that, then it's not an annoying conversation.
19:19
SPEAKER_00: Right.
19:20
SPEAKER_00: Then the trick also becomes adding value.
19:23
SPEAKER_00: So once you've got the mindset of like, okay, I know what to, I know how to set the expectation, I know how to how to ask, how to train them and teach them what a referral looks like, adding value makes it so easy to ask for a referral.
19:39
SPEAKER_00: Because what happens a lot of times in any sales industry is we just ask and we become annoying and a new a nuisance, and we haven't really done anything to earn that referral.
19:51
SPEAKER_00: And so we've got to add value and focus on what is the value and simplify that because a lot of times we think the value is closing.
19:59
SPEAKER_00: Let's get to closing, that's our value, now we have permission to ask.
20:03
SPEAKER_00: But during the process, we've been teaching them everything that they need to know.
20:09
SPEAKER_00: We've been holding their hand, we've been doing things that no one else has done.
20:12
SPEAKER_00: They've talked to other realtors before, they've talked to other lenders before, and they're they've complimented us on what we do differently.
20:20
SPEAKER_00: Oh, yeah, this didn't get explained to me last time.
20:22
SPEAKER_00: Oh, my other person didn't do this.
20:24
SPEAKER_00: Those are all compliments that are are suggesting to you, if you're aware of it, I recognize your value.
20:32
SPEAKER_00: I recognize why you're different.
20:33
SPEAKER_00: And when you've when you've can see that and you know that you've given value, that's your cue to ask for a referral.
20:41
SPEAKER_00: And it's easy, it's an easy segue into asking for a referral when you get those compliments.
20:48
SPEAKER_00: Compliment equals ask.
20:51
SPEAKER_01: And you get in that situation, uh, so you you have you have a buyer you're working with, and they're like, you know what, you've made this so much easier, you communicate so much better than than who we worked with before, and then they just you know, you go about the the rest of your day.
21:06
SPEAKER_01: What should an agent say in that particular situation, you know, when it's brought up and you have that that window, so to speak, to ask for for a referral?
21:14
SPEAKER_01: Like what's some of the scripting you'd use around that?
21:17
SPEAKER_00: So when you get a compliment, highlight that it's not normal.
21:22
SPEAKER_00: It's kind of it kind of sounds like egotistical, but um, in a situation of, oh my gosh, you guys are so good at communicating.
21:28
SPEAKER_00: Oh, thank you for the feedback.
21:29
SPEAKER_00: So give some some thanks.
21:31
SPEAKER_00: I noticed early in my career that most realtors don't communicate well.
21:37
SPEAKER_00: That's a common complaint.
21:38
SPEAKER_00: And so I try and focus with me, with my team, on great communication because not only do I want you to be happy, but I want you to feel comfortable referring anybody else to me.
21:53
SPEAKER_00: Do you know anybody right now that I should be talking to?
21:56
SPEAKER_00: I know I talked, I asked you last week, but have you talked to anybody else this last week?
22:00
SPEAKER_00: Week that I should be in touch with, or that maybe is having a bad experience right now, or just trying to get the ball rolling on things.
22:06
SPEAKER_00: Um, and so when you get those compliments, you can compliment them back even.
22:12
SPEAKER_00: That's another another script uh with that.
22:14
SPEAKER_00: Oh, you you guys are so awesome.
22:16
SPEAKER_00: Oh, you're awesome too.
22:17
SPEAKER_00: Like you're our like ideal avatar of a client.
22:19
SPEAKER_00: Like, if I could create all my clients, I would create one just like you.
22:23
SPEAKER_00: Do you know anybody else that's just like you that's also thinking about game planning for buying or selling a home?
22:30
SPEAKER_00: And you start to get used to saying those things routinely, and it just becomes natural.
22:36
SPEAKER_00: And it's not this awkward, like, clunky conversation of like, oh, um yeah, so do have you talked to anybody else that that I could be helping out?
22:46
SPEAKER_00: It's just like this natural flow of like, go find a compliment, identify where you've added value, highlight that you've added value, you've got permission to ask.
22:56
SPEAKER_00: And and if you can do that, that's really the cut the thing that makes it difficult to ask for to get referrals, is you haven't added value or you don't recognize that you have added value, so you feel like you're just asking and that and you feel annoying.
23:09
SPEAKER_00: And then so you you don't.
23:10
SPEAKER_00: And that's why a lot of times people like making cold calls, because it's it's hard to it's hard to call your database over and over if you're not adding value in their life.
23:20
SPEAKER_00: And it doesn't have to be professional value, it could be personal value.
23:23
SPEAKER_00: Oh yeah, so sorry, kit.
23:25
SPEAKER_00: Like I I know, I know I've been hard to get a hold of.
23:28
SPEAKER_00: We just you know, we were dealing with some family stuff.
23:30
SPEAKER_00: Oh, what's the family stuff?
23:31
SPEAKER_00: Oh, well, it's yeah, it's kind of sad.
23:32
SPEAKER_00: We, you know, my my sister, she was sick, it was kind of expected, but not, and she passed.
23:37
SPEAKER_00: Um, and and so the value could be, oh, well, I'm gonna send a gift, I'm gonna send some flowers, I'm gonna send some treats or something to say, hey, so sorry to hear about your loss.
23:47
SPEAKER_00: And then they're like, oh my gosh, my lender just like did something super cool for me.
23:53
SPEAKER_00: Um, and when you've done that, then people love you and you've you've added value into you into their life, and they call you up, oh my gosh, that was so awesome! Thank you so much.
24:02
SPEAKER_00: Like, I told my whole family about you because you know we just barely met and you did something super awesome.
24:08
SPEAKER_00: And so now you're starting to build that rapport.
24:10
SPEAKER_00: Um, and so it makes it fun to do business that way when you're just doing cool stuff, adding value.
24:17
SPEAKER_00: Um, and a lot of times when when people just ask and they feel super annoying, they they don't do a good job of of adding their value or explaining their value of the because there's a difference between what your value is and what your perceived value is, and knowing that sometimes when you have a system and a process and it's really good, and someone's buying their first home or selling a home for the first time, they might think everybody does it that way.
24:47
SPEAKER_00: And they don't know it.
24:49
SPEAKER_00: And so you've got to you've got to help them perceive what your value actually is.
24:54
SPEAKER_00: If they don't know, and they're like, oh, okay, cool.
24:57
SPEAKER_00: Yeah, I do this because most realtors don't.
25:01
SPEAKER_00: This is the common complaint in the industry.
25:04
SPEAKER_00: So this is why I do it this way, and help them know that that they are in good hands with you, not with just anybody.
25:12
SPEAKER_01: Yeah, well said, well said.
25:14
SPEAKER_01: And there's something that I think is worth mentioning here that you alluded to earlier, but I want to make sure we call this out.
25:19
SPEAKER_01: Like your your buyers and sellers, they're not in this industry, they likely don't work for commission.
25:25
SPEAKER_01: So they may think like not everyone knows that you want a referral.
25:29
SPEAKER_01: Not everyone knows that you want more clients to work with, right?
25:32
SPEAKER_01: They may because at their job, they may have the mentality that like they don't want more work to do, right?
25:37
SPEAKER_01: Like, why would they why would they want extra work?
25:39
SPEAKER_01: So you have to let them know that you do want more people to work with.
25:44
SPEAKER_01: It's so foundational, it's so basic, but we skip that often.
25:48
SPEAKER_01: We just assume people know that we do want more buyers and sellers to work with.
25:52
SPEAKER_01: And they may they may think, why would why would you want that?
25:55
SPEAKER_01: Because they're coming from that W-2 employee, I don't want a bunch more work on my plate type mentality.
26:02
SPEAKER_01: Um, to you got to help them understand.
26:05
SPEAKER_01: So this is amazing.
26:07
SPEAKER_01: So, okay.
26:09
SPEAKER_01: We've talked a lot about like your your current clients, you know, how to have the conversations with your current clients during the process.
26:17
SPEAKER_01: How then would you how does it differ?
26:20
SPEAKER_01: How would you approach your database, your sphere of influence, right?
26:24
SPEAKER_01: When when you were just prospecting, you're doing your your you know, your coach told you you got to do two hours a day of prospecting, so you're doing that.
26:31
SPEAKER_01: How does the conversation change when you're reaching out to a high school friend that you haven't seen in 15 years?
26:36
SPEAKER_00: I think kind of it's it's it's very similar as far as adding value, but it shifts away, it shifts more away from the professional value that you're trying to identify to a personal value.
26:45
SPEAKER_00: And so when you're calling to check in on them, um you've got to think ahead of just calling and winging it.
26:50
SPEAKER_00: Because this is something I'm super guilty of initially in my career, was just like calling people, like I'd spend like 15, 20 minutes catching up and talking to them, hoping that they would say, Oh, what are you up to?
27:00
SPEAKER_00: And I'd be like, Oh, well, actually, I just got into the mortgage business.
27:02
SPEAKER_00: Like, do you know anybody I could help?
27:04
SPEAKER_00: Um and and a lot of times those conversations don't get there.
27:08
SPEAKER_00: And they're like, Oh my gosh, that's so cool that you're reaching out to me.
27:11
SPEAKER_00: And you're like, Oh, yeah, and you kind of feel like an idiot, where you're like, Yeah, it's kind of for business, but maybe I'll just let it come up in conversation, goes 20 minutes, and then like, well, thanks so much for calling.
27:21
SPEAKER_00: I gotta grab this other call, and you're like, uh, okay, bye.
27:25
SPEAKER_00: And you haven't mentioned anything.
27:27
SPEAKER_00: And so um or you try to squeeze it in, which is even worse.
27:31
SPEAKER_00: Yeah, you force it, and then and then you it feels like you know, the the MLM guy that you know you're just trying to trying to make a buck on everybody and anybody, and you're just like um and you're not anymore.
27:43
SPEAKER_00: Being sincere, right?
27:44
SPEAKER_00: Like we're all hustling.
27:45
SPEAKER_00: And if uh if you can do it where you're being sincere, you're adding value and trying to build a real relationship with somebody, then they want to help you back and they'll ask you, they'll be the ones that say, you know, is there anything I can do for you?
27:58
SPEAKER_00: Like, oh dude, no, you're like, I appreciate you even asking.
28:02
SPEAKER_00: Uh, if you talk to anybody that's uh that's thinking about buying or selling real estate, like let me know.
28:07
SPEAKER_00: Uh, do you know anybody right now?
28:08
SPEAKER_00: And and you can it can ease into those conversations.
28:12
SPEAKER_00: Um so a lot of times, those conversations with your database, um, event invitations.
28:17
SPEAKER_00: So if it's like a client appreciation thing, if it's a class that you that you're teaching and inviting them, or telling them, hey, you can use this to help somebody else, identifying ahead of time what it is you're gonna call them about.
28:28
SPEAKER_00: A lot of times it's a birthday call or a home anniversary call or maybe it's a wedding anniversary call.
28:34
SPEAKER_00: Um identify and know about those personal things so you've got that value, that emotional value that you can give to them.
28:41
SPEAKER_00: And they're and when they know you and they're in your database, they're gonna ask you naturally, just hey, how's work going?
28:46
SPEAKER_00: Or, you know, what's what can I do to help you?
28:49
SPEAKER_00: Um those conversations will come up.
28:52
SPEAKER_00: Um, but identifying what you can do to help them on a personal level, you know, and and uh recognizing things, you know, use social media because that's the highlight reel, the big things that are going on in people's lives, like call them up to congratulate them on things on a you know, if they graduated med school or they got married or congratulate them if they got divorced or whatever it is that they're going through in life.
29:15
SPEAKER_00: Um and uh and the and they like they like that stuff.
29:19
SPEAKER_00: And when you do that and you make somebody feel good, they wanna they want to help you as well.
29:23
SPEAKER_00: And you gotta do that with you can't do that with everybody, right?
29:26
SPEAKER_00: You can't be in a relationship with everybody.
29:28
SPEAKER_00: So you've got to identify and hone in on the top people in your database.
29:32
SPEAKER_00: Like some people have like a 5,000, 10,000 people database.
29:36
SPEAKER_00: You're not gonna you're not gonna have those kind of conversations.
29:38
SPEAKER_00: So you've got to top grade and identify like the top 50, top 50 clients, top 50 VIPs, uh, the top 50 like business owners, people that you're already referring business out to.
29:50
SPEAKER_00: Identify a group of you know 100 to 200 people that you can have those conversations with on a monthly basis.
29:58
SPEAKER_01: There's something that just clicked for me, finally.
30:00
SPEAKER_01: Like as you were describing reaching out, adding value.
30:04
SPEAKER_01: So um, and maybe you've heard of this before, maybe maybe this is new, but I I just connected dots on something that I think would be really powerful.
30:10
SPEAKER_01: Uh so my my good friend, Shannon Milligan, she's in Richmond, Virginia.
30:14
SPEAKER_01: Um, she's she's been my sponsor at both of the companies we've been at.
30:18
SPEAKER_01: And uh she she does this VIP uh like MVP program for her clients.
30:24
SPEAKER_01: And and so she she I think she had like a storage shed that has like a trailer and tools and like a power washer, ladders, like stuff like that.
30:33
SPEAKER_01: And she's like, hey, you know, if you're if you're part of my MVP program, you can just like go borrow this stuff whenever you need to.
30:38
SPEAKER_01: And and I know a lot of agents have something like that where you can borrow a van, you you know, a moving van, a moving truck, um, something like that.
30:46
SPEAKER_01: But if you have, if you're doing that for your clients already, like what a what a way to add value to your entire database is say, hey, look, I'm putting together this program that anyone that we, you know, anyone that works with us can rent tools, borrow a trailer, borrow a pressure washer, whatever, and say, and I thought of you, like, do you need any of that stuff right now?
31:06
SPEAKER_01: Are you do you have any need for a pressure washer?
31:07
SPEAKER_01: Because if you do, just let me know.
31:09
SPEAKER_01: And what you're doing is you're planting the seed that that's what you do for your clients, and you're also offering them value because they may be like, holy crap, yeah, it's almost winter.
31:17
SPEAKER_01: Uh I just I want to power wash my house before winter starts or something.
31:21
SPEAKER_01: And they're like, Yes, please.
31:22
SPEAKER_01: And and that's a great way to get in the door.
31:24
SPEAKER_01: So, like those those two things finally click for me as you were talking.
31:28
SPEAKER_00: Love it.
31:28
SPEAKER_00: Yeah.
31:28
SPEAKER_00: Yeah.
31:28
SPEAKER_00: It's just finding ways like add value.
31:30
SPEAKER_00: What is it that adds value?
31:31
SPEAKER_00: And even a lot of times the people will ask me in the in these classes, um, you know, what about what how do I make the initial conversation?
31:37
SPEAKER_00: How do I make the initial call?
31:38
SPEAKER_00: Like, what do I say?
31:39
SPEAKER_00: It's been five, six years since I talked to my buddy from high school.
31:42
SPEAKER_00: Um, and a lot of times it we overcomplicate it.
31:46
SPEAKER_00: And if we've got like a VIP list, and we're like, this guy from high school, he is a networker.
31:53
SPEAKER_00: I see him posting all the time, like he's super inspiring.
31:56
SPEAKER_00: Like, I would love to be in his database.
31:58
SPEAKER_00: And and so just make the call and tell him that.
32:02
SPEAKER_00: Like that can be the initial call.
32:03
SPEAKER_00: Like, hey, dude, like I'm ramping things up at work and I'm putting putting together a VIP list.
32:08
SPEAKER_00: You are one of the first people that came to my mind.
32:11
SPEAKER_00: I love what you do.
32:12
SPEAKER_00: Like, even though we haven't talked in a long time, you're super inspiring and motivating because I see, you know, I see your presence on social.
32:18
SPEAKER_00: And so I want to be, I want to be more around you, I want to be more involved with you.
32:22
SPEAKER_00: Is it cool if I have you on my VIP list?
32:25
SPEAKER_00: And like instantly, like they start to feel good.
32:27
SPEAKER_00: They're like, oh VIP list, what's that?
32:29
SPEAKER_00: Oh, it's just a name on a spreadsheet.
32:30
SPEAKER_00: But like really, like it's it's giving that praise to them, it gives them some emotional satisfaction, which is the value add, um, and then gives you that opportunity to to dive into a relationship with them, be like, hey, is it cool?
32:44
SPEAKER_00: Like, as one of my VIPs, like I want to make sure that I take care of you and do cool things.
32:49
SPEAKER_00: So I'm gonna invite you to to events that I do, even if you can't make it.
32:52
SPEAKER_00: Like, just know, like I'd love for you to come.
32:55
SPEAKER_00: Um, I do the I have a tool truck or whatever if you ever need anything.
32:59
SPEAKER_00: I've got you know, a handyman that I have go help out people, whatever you need, anything like that, those it's for my VIPs.
33:05
SPEAKER_00: So just hit me up, let me know if I can be doing anything for you.
33:09
SPEAKER_00: Um, and that can be the initial conversation.
33:11
SPEAKER_00: And then there's you can ask those questions as a VIP.
33:14
SPEAKER_00: Like, is it cool?
33:15
SPEAKER_00: Like, can will you let me know?
33:16
SPEAKER_00: Like, when's your birthday?
33:17
SPEAKER_00: What's your favorite drink?
33:18
SPEAKER_00: Like, what do you what's your favorite favorite candy bar or like things like that that you can dive into to start to gather a lot of personal information, throw it into your CRM system so that that way you can start to be more personalized as your as your relationship moves forward, do fun things for them, buy by personalized treats.
33:39
SPEAKER_00: You don't have to spend a ton of money on people to be super impactful.
33:42
SPEAKER_00: You just got to know them and be in a real relationship.
33:45
SPEAKER_01: That that's fantastic.
33:46
SPEAKER_01: And something that I that I picked up that I'm reading between the lines here, it sounds like you're saying you don't need a giant database to get a ton of referrals.
33:55
SPEAKER_01: Right?
33:55
SPEAKER_01: And I don't you talk to a lot of agents that that's a huge objection in their mind.
33:59
SPEAKER_01: It's a big limiting belief that they're like, my database isn't that big, like I can't really get referrals.
34:04
SPEAKER_01: What do you say to that?
34:05
SPEAKER_00: Yeah.
34:06
SPEAKER_00: So that's you don't want a big database because you want to be in deep relationships.
34:12
SPEAKER_00: That's what you want.
34:12
SPEAKER_00: If you could have, for example, 150 people, if you had a real relationship, you can make 150 calls a month, right?
34:18
SPEAKER_00: Like that's that's not a not a big deal, big task to take on.
34:22
SPEAKER_00: 150 calls to these people, have real conversations.
34:25
SPEAKER_00: And if they were tight relationships, like say it was, you know, you think about like your your siblings or your parents or your best friend or people that you're already referring business to and you're talking to people and you're in real relationships on a regular basis, 150 people once a month having a conversation.
34:45
SPEAKER_00: If you got one referral from those type of people every single year, what's your conversion ratio on on those kind of referrals?
34:54
SPEAKER_00: Like you're 50% plus.
34:57
unknown: What's right?
34:57
SPEAKER_00: 50% of 150.
34:58
SPEAKER_00: That's 75.
34:59
SPEAKER_00: 75 deals a year, that's a good business.
35:02
SPEAKER_00: And so it does sometimes it's overthinking things.
35:05
SPEAKER_00: It's like, oh, well, I need to I need to you know reach wide and have 5,000 people and maybe 100.
35:12
SPEAKER_00: I don't know who's gonna refer out of those.
35:13
SPEAKER_00: Like you can still do those things, you can still do the drip campaigns and blast stuff out, but be in real relationships with with 150 people, get one referral from them every year, and you'll close a ton of business just with those people.
35:30
SPEAKER_00: But you've got to be in a real relationship and adding real value to them.
35:34
SPEAKER_00: You can't just be annoying and nagging and always asking for for business only.
35:39
SPEAKER_00: Right.
35:40
SPEAKER_01: Right.
35:40
SPEAKER_01: Uh so I'm looking for this note.
35:42
SPEAKER_01: So when I was at the the real rise event a couple weeks ago, uh one of my agents told me that she uses this gift giving automation service that she swears by.
35:53
SPEAKER_01: She loves it.
35:53
SPEAKER_01: So uh what do you what are your thoughts on like the automated gifting platforms?
35:59
SPEAKER_01: You know, that there's a bunch of them where you know you can say, here's my budget, send these things to these people.
36:04
SPEAKER_01: Sometimes they can even choose the gift they want.
36:06
SPEAKER_01: Like, what are your thoughts on those?
36:07
SPEAKER_00: I love them.
36:08
SPEAKER_00: Um, it's a system.
36:09
SPEAKER_00: I love systems, right?
36:10
SPEAKER_00: And automation.
36:10
SPEAKER_00: Yeah.
36:11
SPEAKER_00: If you can go personal with somebody and have it more automated so that it happens more frequently, I think that's great.
36:18
SPEAKER_00: Sometimes there's the opportunity as well to do things, do gifts that are more simplified and personally delivered.
36:28
SPEAKER_00: Like if you've got to get face to face with people and build these real relationships, I think that that is also a missed opportunity.
36:33
SPEAKER_00: I think the automation side is good to have, and that helps you reach reach more people on a deeper level on a wider level or on a wider scale.
36:42
SPEAKER_00: But I also think it's important to identify who are the like the top, top people in your database.
36:48
SPEAKER_00: And if they're your top people, you've got somebody sending you two deals a year or a deal a year, like that's that's worth a lot of money and time.
36:55
SPEAKER_00: And so if you, you know, on their birthday, for example, this is something I teach with with database stuff, these are important people.
37:02
SPEAKER_00: You show up with their favorite drink, their favorite soda or energy drink or whatever, and their favorite candy bar.
37:09
SPEAKER_00: So you might spend five bucks and a birthday card with a helium balloon, maybe you're up to maybe you're up to seven, eight bucks now.
37:17
SPEAKER_00: And you show up at their office and say, Hey, happy birthday, want to wish you a great birthday, hope you got some fun plans today.
37:24
SPEAKER_00: They're like, Oh my gosh, that's so nice of you.
37:26
SPEAKER_00: Nobody's come by to drop me a drop me off anything at my office on my birthday in like years.
37:31
SPEAKER_00: Um and and so now you're actually doing something that adds value to them.
37:36
SPEAKER_00: Um, and you're also showing the rest of their database that's at their office that you're a rock star real estate agent.
37:45
SPEAKER_00: And they're like, oh my gosh, who was that that just brought you this, brought you a treat?
37:48
SPEAKER_00: And oh yeah, this is my exact you know, the favorite, my favorite drink and my favorite candy bar.
37:52
SPEAKER_00: They're like, oh my goodness, who is that?
37:54
SPEAKER_00: That's my real estate agent.
37:55
SPEAKER_00: And they're like, What?
37:57
SPEAKER_00: A real estate agent?
37:58
SPEAKER_00: Like, I haven't heard from my real estate agent since we closed on our house.
38:02
SPEAKER_00: Like, I need I need I need that guy's information right now because I'm actually thinking about it.
38:06
SPEAKER_00: And and so you start to do things that become fun and meaningful and impactful for people, and you get business from that.
38:14
SPEAKER_00: And that becomes your whole model where you just work off of referrals and make people feel good.
38:20
SPEAKER_01: So, in that situation where you do uh like where you stop by their office, you stop by their house, and like give them a birthday gift, are you asking for a referral at that moment?
38:29
SPEAKER_00: Absolutely not.
38:29
SPEAKER_00: No, on those personal days, on the you know, if it's if it's uh an anniversary or a birthday or something, you don't have to say anything, do something cool for them, and they're gonna they're gonna say something to you.
38:39
SPEAKER_00: Oh, hey, by the way, I actually talked to somebody recently, they'll bring it up.
38:42
SPEAKER_00: Yes but yeah, leave it, leave it at the per when it's personal, stay personal.
38:46
SPEAKER_00: Um, when it's business, and you can like and have a rotation of like what you're going for, like one of the scripts for for when you're making those calls, you can just dive into if you got somebody that's super chatty and you know it's gonna be like a 30-minute personal conversation if you don't control it and rein it in.
39:00
SPEAKER_00: You can just dive into it, say, Dustin, it's kit, hey, I'm just making a business call.
39:04
SPEAKER_00: Is now a good time?
39:05
SPEAKER_00: Oh, what's up?
39:07
SPEAKER_00: Hey, I wanted to follow up with you.
39:08
SPEAKER_00: I know I talked to you last month and you said that you might have somebody at work that's thinking about selling a home.
39:14
SPEAKER_00: Have you had any more follow-up with them?
39:16
SPEAKER_00: Is that someone that I can reach out to at this point?
39:18
SPEAKER_00: You know, and you can dive in and you just tee it up.
39:20
SPEAKER_00: Is now a good time?
39:21
SPEAKER_00: I'm making a business call, is now a good time.
39:23
SPEAKER_00: And then if you want to spend time after that talking personal, then you can.
39:28
SPEAKER_00: And it's just flipping the script because a lot of times we do the opposite where it's like personal, personal, personal.
39:31
SPEAKER_00: I hope it gets to business, hope it gets to business.
39:33
SPEAKER_00: I'm gonna force business in now, and nobody doesn't make us feel good doing that, so we then we stop prospecting and asking for referrals.
39:40
SPEAKER_00: But if we just say, hey, it's a business call, it's now a good time, yeah, what's up?
39:43
SPEAKER_00: This is what I'm calling about.
39:45
SPEAKER_00: Hey, by the way, how's your family doing?
39:47
SPEAKER_00: I saw that y'all are on a on a vacation, I saw you went up to Park City and we're hanging out.
39:51
SPEAKER_00: That's super cool.
39:52
SPEAKER_00: Like, did you have a good time?
39:53
SPEAKER_00: Where did you stay?
39:54
SPEAKER_00: You can have those personal conversations, but don't don't undermine the personal conversation with business, lead in with business some of the time.
40:03
SPEAKER_01: I'm glad to hear you say that.
40:05
SPEAKER_01: Yeah, I mean, agents ruin it so often by asking for referrals or making it about business at the wrong time.
40:12
SPEAKER_01: Like, if you're gonna give somebody a nice gift, just freaking give them the gift and let that be it.
40:18
SPEAKER_01: Like you ruin it and you spoil it if you're like, oh, and by the way, like, do you have any referrals for me today?
40:24
SPEAKER_01: They're like, okay, now I see why you dropped this gift off, right?
40:28
SPEAKER_01: Totally ruin it.
40:28
SPEAKER_01: So I'm I'm glad to hear you say that.
40:30
SPEAKER_00: And if you're consistent, right?
40:31
SPEAKER_00: Like if you're consistent with these things, they're gonna know you want business.
40:34
SPEAKER_00: So you don't have to say anything.
40:36
SPEAKER_00: And that's where the relationship side comes in, is is they know they know what you do for for work, they know what, you know, what how how you get business, and so then you do those personal things and you show that you're sincerely interested in in helping them and making them feel good on a special occasion, um then uh then yeah, they'll they'll know.
40:57
SPEAKER_01: I I know that there's some people listening that are like, oh, that sounds great, but I just don't want to overdo it.
41:03
SPEAKER_01: I don't want to be that agent that does it too much and becomes cringe and then they don't answer my calls.
41:08
SPEAKER_01: So how do you define overdoing it with asking for referrals?
41:13
SPEAKER_00: Yeah.
41:14
SPEAKER_00: Um start off by kind of categorizing and labeling.
41:17
SPEAKER_00: You can do like an ABC ranking of your database.
41:20
SPEAKER_00: Like A's, like you can totally overdo it.
41:22
SPEAKER_00: They love you, they're amazing, they support you, like, and and you're in a tight relationship with them.
41:27
SPEAKER_00: B's are kind of the ones that maybe occasionally you're talking to or seeing, and then C's are ones that maybe you don't ever talk to or see, but you're trying to trying to get a relationship with.
41:36
SPEAKER_00: So you've got to identify where they're at and what's appropriate and and what's not.
41:41
SPEAKER_00: And so um, you know, you get into somebody that's in a in a deep, you're in a deep relationship with them, they sent you two, three referrals that closed during the year.
41:48
SPEAKER_00: You can go, you know, buy them, buy them tickets to their you know, their an NBA game or whatever that you know that they love and do something special for them, it's not gonna be awkward, versus if you did that and just were like, hey, I want to be in a relationship with you, here's tickets to to the NBA game.
42:03
SPEAKER_00: And they're like, Oh, that's a little forward, but okay.
42:07
SPEAKER_00: Um and maybe that's your thing.
42:09
SPEAKER_00: But um, but identifying like where where you're at in the relationship, like, you know, is is uh is a birthday gift appropriate, or is maybe uh a birthday message appropriate where you send a text message that's a that's personalized, or you record a video of yourself wishing them a happy birthday, telling them why they're why you they're inspiring to you, um, and kind of just like you've got to ease into it, use some common sense and just those those people skills that you have that draw drew you into a sales industry.
42:40
SPEAKER_00: Um and uh yeah, just don't have have systems within the system.
42:46
SPEAKER_01: Great point.
42:47
SPEAKER_01: I mean, there yeah, I'm thinking of this.
42:49
SPEAKER_01: Like if if there's certain people that came and stopped by my house with a gift, I'd be like, thanks.
42:55
SPEAKER_01: I'd appreciate it, but it'd be it'd be weird, right?
42:57
SPEAKER_01: It'd be like it would just be an unnatural thing, like it doesn't fit the relationship that we have.
43:04
SPEAKER_01: So I I like your idea of categorizing, you know, so that you don't overstep and you don't make it weird and and overdo it and like you know, give give MBA tickets to to someone that you know you met once five years ago.
43:17
SPEAKER_01: Right.
43:18
SPEAKER_01: You know, that could be that could be weird.
43:20
SPEAKER_00: Yeah, so it's it's gotta be it's gotta be you know recognize, use that that common sense and um how you go about it and build ultimately you want to get to that where you've got a database you know of 150 people that you can do that with, but it takes some time to grow it to that level with everybody.
43:37
SPEAKER_00: Um but initially it's not gonna be everyone.
43:41
SPEAKER_01: So the last what I want to wrap this up with, and I think this is perfect.
43:44
SPEAKER_01: How would you recommend people start building that database?
43:47
SPEAKER_01: How do you how should they start building that list?
43:49
SPEAKER_01: If they're brand new to the industry or they've never really focused on referrals, or they've just done it the wrong way, how should they start building their list in their database uh to do what you're what you're describing?
44:00
SPEAKER_00: Love it.
44:01
SPEAKER_00: So I will focus heavy on three lists that I mentioned earlier.
44:05
SPEAKER_00: VIPs, past clients.
44:07
SPEAKER_00: Obviously, if you don't have a list of past clients, then that list is really easy.
44:11
SPEAKER_00: If you had one or two, then those people are on it.
44:13
SPEAKER_00: But then business owners, people that you need to refer business to so that you can be valuable, more helpful to your clients.
44:20
SPEAKER_00: You've got to know people.
44:21
SPEAKER_00: You've got to know you've got to have a stager, a roofer, a plumber, a floor person, maybe a CPA, maybe a divorce attorney, and all these people that are involved to some degree when a real estate transaction can happen.
44:35
SPEAKER_00: And so for that list, that list becomes really easy to build.
44:40
SPEAKER_00: Just put together a category.
44:42
SPEAKER_00: You could make a list of categories of people you need to know, and then put down people, you can start filling in the blanks of people you already know in those industries.
44:51
SPEAKER_00: And then you can just start talking to people or throw up a thing on social media that says, hey, I need a good recommendation for these types of people.
44:59
SPEAKER_00: And you'll start to get some recommendations.
45:01
SPEAKER_00: And then you just top grade, constantly top grading, like identifying who would be the best divorce attorney that I could refer people to, who would be the best CPA that also has a big business.
45:12
SPEAKER_00: Because if it's just a side hustle thing, like that's nice, but you want to be in relationships with great people.
45:16
SPEAKER_00: But then you can also start reaching out to these people when you're telling them, hey, I've got you on my list to refer to.
45:21
SPEAKER_00: Who's your go-to person for somebody that needs real estate needs or has real estate needs?
45:27
SPEAKER_00: And then you can kind of that's the script you use with business owners.
45:31
SPEAKER_00: And they say, Oh, well, yeah, dude, you scratch my back, I'll scratch yours.
45:34
SPEAKER_00: Okay, cool.
45:35
SPEAKER_00: Here's what I'm gonna do.
45:36
SPEAKER_00: I've got you on my list of preferred people.
45:38
SPEAKER_00: I'm gonna refer everybody that needs flooring over to you.
45:41
SPEAKER_00: When when people talk real estate to you, keep me in mind.
45:44
SPEAKER_00: I'll hit you up, I'll call you once a month, let you know who I've sent over your way, and see if you've talked to anybody else that I can be helping.
45:50
SPEAKER_00: So that's brilliant.
45:52
SPEAKER_00: VIPs are easy to identify.
45:54
SPEAKER_00: You just go through, you can go through your contacts in your phone, go through your social media friends, um, and start to identify you know who it is.
46:01
SPEAKER_00: Like who are those, who are those family members, who are the the big networkers, the movers, shakers, um, people that are in the community, religious leaders, people that have uh a big exposure to people's circumstances that are gonna have conversations eventually that say, hey, I we're actually thinking about moving.
46:20
SPEAKER_00: And those are the people that you want to be in relationships with.
46:23
SPEAKER_00: So I think starting with with those lists, starting with like five people.
46:27
SPEAKER_00: Just put five people.
46:28
SPEAKER_00: Don't try and get like 50 people on each list right away.
46:31
SPEAKER_00: Start with five, gets the wheels turning, starts helping you identify who it is that should be on those lists, um, and eventually you build it up to 50, and then you start top grading it so you get a great take top 50 of each of those instead of having just people that you forced onto the lists.
46:48
SPEAKER_01: Oh, that's good.
46:50
SPEAKER_01: This is this was gold today, kid.
46:52
SPEAKER_01: I really appreciate it.
46:53
SPEAKER_01: For anyone who wants to connect with you, uh, if they're local, if they want to attend some of your trainings that you do, um, you know, where can people find you?
47:01
SPEAKER_00: Yeah, if you just hit me up on Instagram at KitBait Um K-I-T-B-A-T-E, that's it.
47:06
SPEAKER_00: Just just reach out.
47:07
SPEAKER_00: You can follow me on there.
47:08
SPEAKER_00: Um, I'm posting stuff constantly about the classes.
47:11
SPEAKER_00: Um, you can message me on there if you want to get on uh my mail list for invites to the classes that I'm doing.
47:16
SPEAKER_00: But uh yeah, just hit me up on Instagram.
47:19
SPEAKER_01: Awesome.
47:19
SPEAKER_01: And we'll make sure that we link to your Instagram in the show notes of the podcast and at the description on YouTube as well.
47:24
SPEAKER_01: Make sure you guys go follow Kit Bait.
47:27
SPEAKER_01: Very easy to remember name.
47:28
SPEAKER_01: Like incredible.
47:29
SPEAKER_01: Yeah, well, you'll have to tell me one day what your real name is before you you changed it, before you got any mortgages.
47:35
SPEAKER_01: Yeah, dude.
47:37
SPEAKER_01: I appreciate it.
47:38
SPEAKER_01: This is really good stuff today.
47:39
SPEAKER_00: Yeah.
47:40
SPEAKER_00: Happy to help.
47:40
SPEAKER_00: Thanks for doing something awesome for the community.
47:43
SPEAKER_00: You're a rock star.
47:44
SPEAKER_00: Thanks, brother.
47:44
SPEAKER_00: I'll talk to you soon.
47:46
SPEAKER_01: Incredible tactical episode.
47:48
SPEAKER_01: I love that conversation.
47:49
SPEAKER_01: We will definitely have Kit back on another episode.
47:52
SPEAKER_01: Make sure that you follow him on Instagram.
47:54
SPEAKER_01: Make sure you follow Kit on Instagram.
47:56
SPEAKER_01: The link is in the show notes.
47:57
SPEAKER_01: It's in the description if you're watching on YouTube.
47:59
SPEAKER_01: Make sure you follow him.
48:00
SPEAKER_01: He's putting out a ton of great stuff.
48:02
SPEAKER_01: Uh, and then take at like implement what you learned today.
48:05
SPEAKER_01: It couldn't be more simple.
48:07
SPEAKER_01: It just takes some concerted effort, it takes intentionality, right?
48:11
SPEAKER_01: You have to commit to doing these things and do it regularly and and just add some of this stuff into your normal process.
48:17
SPEAKER_01: Like it what I loved about what Kit shared if you're just going after your sphere of influence to prospect using these new these new methods, of course, that that's gonna take some extra time.
48:28
SPEAKER_01: But to just start having these conversations sprinkled in with your current clients and then moving forward, it doesn't take extra time.
48:35
SPEAKER_01: It just takes some awareness and practice.
48:37
SPEAKER_01: And uh, you know, you've really got to nail how you do this and do it with some conviction.
48:42
SPEAKER_01: So this is going to help blow up your business in a major way.
48:46
SPEAKER_01: I'm positive.
48:47
SPEAKER_01: So before we wrap it up, uh last reminder November 8th, midnight, the last chance to join the first phase, the first 12 weeks of the massive agent business accelerator.
48:58
SPEAKER_01: If you are if you are a burned out agent, if you are frustrated, if you keep hitting a ceiling, if you're working every waking moment, if you're tired of your wife texting you the video of your son taking his first steps while you are out showing houses, like happened to me, and you're tired of that happening, and you know you need a business, you need leverage, you need scalability, you need to be part of the Massive Agent Business Accelerator, where we have the business in a box.
49:22
SPEAKER_01: You just have to do, you just have to take the steps, you just have to take the action.
49:25
SPEAKER_01: We show you exactly what to do, hold your hand through it, and we're even there to help you troubleshoot when stuff goes wrong.
49:32
SPEAKER_01: So MassiveAgent Society.com slash founder, join us today before we close it up for a few months, before phase two, or before we it's not even phase two, it's like before we do it again, right?
49:44
SPEAKER_01: But we want you as a founding member, get the cheapest price, save yourself some money.
49:49
SPEAKER_01: And wouldn't you rather have the business now versus six months from now?
49:53
SPEAKER_01: I think you would.
49:54
SPEAKER_01: And before we wrap it up, big shout out to Keeping Current Matters.
49:58
SPEAKER_01: These guys are such an incredible tool that agents should have it in your you need to have these uh K I'm struggling.
50:05
SPEAKER_01: You need to have KCM in your back pocket.
50:08
SPEAKER_01: Keeping Current Matters, it's a it's a team of housing experts and um and economists and people telling you here's what's happening with the market, here's what the numbers mean, here's what the Federal Reserve is doing and how it affects sellers and buyers and investors.
50:23
SPEAKER_01: They give you graphics, they give you charts, they give you scripts on what it means, they tell you what types of content to do, what to do, what your video should be about.
50:30
SPEAKER_01: It takes so much of the guesswork out of being a knowledge broker, right?
50:36
SPEAKER_01: To take Byron Lazine's term, the knowledge broker, which is fantastic.
50:40
SPEAKER_01: You want to be a knowledge broker, you could spend an hour or two or three or four every single week studying this stuff, or just get KCM and they'll just give it all to you in your inbox.
50:51
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50:53
SPEAKER_01: Plug and play, save yourself some money, try it out for free.
50:56
SPEAKER_01: Go over to trykcm.com/slash BAM and the BAMX community, their resources are incredible.
51:03
SPEAKER_01: The community is incredible, the referrals that the community cultivates with inside of it, the um the trainings, the masterclasses, the discounts on their live events.
51:12
SPEAKER_01: Go check out BAMX right now and use code MASTIVE at checkout when you join them over at nowbam.com and save yourself some money.
51:19
SPEAKER_01: I'll see you guys next week for another episode of the Massive Agent Podcast.
51:23
SPEAKER_01: Take care.