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Work By Referral Show Your Clients You CARE · The Real Estate Agent Playbook

• 0:00
  I was recently on a mastermind call with a
• 0:02
  pretty well known coach in the real estate industry
• 0:05
  we'll talk about how he's never sold a house
• 0:07
  in a second
• 0:08
  but he talked about how building a business by referral
• 0:11
  is absolutely not something you can rely on
• 0:13
  and I'm here to tell you that's absolute bullshit
• 0:16
  and we're gonna dive into it right now
• 0:23
  as you can tell
• 0:23
  I'm a little fired up about that
• 0:24
  it was a couple days ago
• 0:26
  but we're gonna
• 0:27
  we're gonna try and move on
• 0:28
  Jeremy Kane real estate agent playbook
• 0:30
  super excited to dive into this topic
• 0:32
  as you can tell
• 0:33
  I'm super passionate about it
• 0:34
  would love if you shared this
• 0:36
  you know video or podcast with anybody who
• 0:38
  you think might be in the real estate industry
• 0:41
  that could benefit from it
• 0:42
  I love helping agents win
• 0:43
  every single day at the game in real estate
• 0:45
  so let's dive in
• 0:47
  so real estate is kind of that hot button industry
• 0:51
  right we're entrepreneurs
• 0:53
  we sometimes join teams
• 0:55
  we're sometimes employees
• 0:56
  and I have another video about that
• 0:58
  that's coming out pretty soon
• 1:00
  but when it really comes down to it
• 1:03
  building a business
• 1:04
  is something that has a lot of pieces to it
• 1:08
  and the first thing that I ask a lot of my clients
• 1:10
  when they join my organization is
• 1:12
  what do you enjoy to do
• 1:14
  and the truth is
• 1:15
  is that if we are pounding these
• 1:17
  you know old school tactics
• 1:19
  join a team
• 1:20
  join a big brokerage that provides leads
• 1:23
  and build their brand
• 1:24
  and you know
• 1:25
  just be a slave to that
• 1:26
  you are just an employee
• 1:27
  so if you got into the business
• 1:29
  to be an entrepreneur
• 1:30
  and build your own business and be your own boss
• 1:33
  joining a team is absolutely not the right thing to do
• 1:36
  because you will constantly be on that team
• 1:38
  until you decide
• 1:39
  one day that you want to build your own brand
• 1:41
  and build a brand name for yourself
• 1:44
  not to mention
• 1:44
  how many deals did you flow into that team
• 1:47
  or you know
• 1:47
  whatever yeah
• 1:48
  great experience
• 1:49
  calling 200
• 1:50
  300 people a day
• 1:52
  you know working the phones
• 1:54
  and that's great
• 1:54
  if that's how you want to build your business
• 1:56
  that's fine
• 1:57
  but the truth is that once you leave that team
• 1:59
  or that big office
• 2:01
  you know the big box brokerage
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  that provides leads and does all of that
• 2:05
  you're starting over at day one
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  that's something
• 2:07
  and the main reason
• 2:09
  as you may know
• 2:10
  why I didn't decide to go from top producer to
• 2:12
  you know a production team
• 2:14
  because that just wasn't my vibe
• 2:18
  I just didn't want to deal with that
• 2:19
  I didn't want to you know
• 2:21
  try and retain people
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  and have them continue to build their brand
• 2:24
  I love helping other agents build their brand
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  and I think that that's one of the most important
• 2:29
  things you can do
• 2:30
  when you get in the industry
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  is build a brand
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  and we're not talking about
• 2:34
  logos and any of that
• 2:35
  we're talking about
• 2:36
  building a brand
• 2:37
  what's it like to work with you
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  what's your story
• 2:40
  what are your clients
• 2:41
  saying about you after they get done with you
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  because that's really what carries your brand
• 2:45
  sure fancy logos and fancy colors are great
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  but brands all about story
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  if the client can tell a story
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  about having a positive experience
• 2:54
  and doing that it's great
• 2:56
  and how do we do that right
• 2:58
  this is the key
• 2:59
  that everyone's asking
• 3:01
  how do you build a brand
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  and how do you you know
• 3:04
  how do you become so successful at repeat client
• 3:07
  working by referral you know
• 3:08
  and how do you make working by referral consistent
• 3:12
  and I've cracked the code
• 3:13
  it's fairly easy
• 3:15
  a lot of it came natural to me
• 3:17
  but the honest truth is
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  you have to care right
• 3:19
  you have to care about your clients
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  and a lot of people say
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  you know show your clients you care
• 3:26
  showing your clients you care isn't enough
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  you have to care
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  and so if you take that care
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  and you build those relationships
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  and you provide exceptional experiences
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  sure we're gonna make mistakes
• 3:36
  sure somebody's gonna have
• 3:38
  you know an issue with the loan
• 3:39
  or you know
• 3:40
  an issue with an inspection item
• 3:41
  or you know
• 3:42
  maybe they bought at a time
• 3:44
  their value went down a little bit
• 3:45
  and you know
• 3:46
  they're waiting for it to go back up
• 3:47
  there's all things that we can't control
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  and if you're working from a lead source
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  or an Internet lead
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  we also don't control that
• 3:54
  they're gonna
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  they did it once
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  so why wouldn't they just go back to Zillow
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  and click on a face
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  and call them
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  on their next deal
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  or by that time
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  zillow's probably gonna have
• 4:03
  the whole process automated
• 4:04
  so why wouldn't they just
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  click on a house
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  and buy it you know
• 4:08
  over the internet
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  and you know
• 4:10
  go from there
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  so the truth is
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  what we do control
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  is our clients experience
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  and the fact
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  and the care
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  that we can put towards that
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  and no computer
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  can ever replace that
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  so a few things
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  that I've put together
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  15 things that you can do to care
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  and we're gonna go through them one by one
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  I'm gonna give you a short explanation
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  then we're gonna wrap this thing up
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  this list could be infinity
• 4:30
  you know long
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  I pick 15 things
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  that I think
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  maybe you aren't thinking about
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  I would love for you to
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  comment below
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  and tell me
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  one thing you do
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  that I didn't talk about
• 4:39
  that shows that you actually
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  care about your clients
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  and if you're at a point in your business
• 4:43
  no matter what
• 4:44
  the time frame is
• 4:45
  no matter what year
• 4:46
  you're watching this
• 4:46
  check out this video on
• 4:48
  are your goals
• 4:49
  up in flames
• 4:50
  this is 2023
• 4:52
  cause that's when this video
• 4:53
  was recorded
• 4:54
  but it's a great video to watch
• 4:55
  throughout the rest of
• 4:57
  you know your career
• 4:57
  to be honest
• 4:58
  when your goals
• 4:59
  start to slip
• 5:00
  so back to the care
• 5:01
  what do people care about
• 5:04
  and what can you do to show you care
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  the first things first
• 5:07
  is communicate
• 5:08
  in the hard times right
• 5:10
  pick up the phone
• 5:10
  and have conversations
• 5:12
  whether that's added
• 5:13
  a bad inspection
• 5:14
  and bad news
• 5:14
  from the lender
• 5:16
  you know or
• 5:17
  maybe down the road
• 5:18
  they purchased
• 5:18
  and their value went down
• 5:20
  if you're communicating
• 5:21
  and you're staying
• 5:23
  top of mind
• 5:23
  and being of value
• 5:25
  they know that
• 5:26
  you don't control the market
• 5:27
  so if you're reaching out
• 5:29
  and that's the best
• 5:30
  time to reach out
• 5:31
  is when maybe
• 5:31
  somebody's lost
• 5:32
  a little bit of value
• 5:33
  you know hopefully
• 5:34
  they didn't just
• 5:34
  buy the house
• 5:35
  and now they're underwater
• 5:37
  but when they've
• 5:38
  lost a little bit of value
• 5:39
  that's when there's fear
• 5:40
  that's when they need
• 5:41
  your expertise
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  to understand
• 5:42
  what the best route is
• 5:43
  moving forward
• 5:44
  do we just sell
• 5:45
  do we cut our losses and sell
• 5:46
  do we just hold on
• 5:48
  what's that look like
• 5:49
  so communicate
• 5:50
  no matter what
• 5:51
  the situation is
• 5:52
  with the market
• 5:53
  or the transaction
• 5:54
  you have to be open
• 5:55
  to communicate
• 5:56
  and be there
• 5:57
  and walk alongside
• 5:58
  and support
• 5:59
  your client
• 5:59
  or anybody who's
• 6:01
  having a hard time
• 6:02
  the next thing
• 6:03
  is research
• 6:03
  the market right
• 6:04
  this is something that
• 6:06
  I hear all the time
• 6:07
  I hear a little bit of
• 6:08
  you know weird
• 6:10
  takes on what's going on in the market
• 6:11
  and should I wait to buy
• 6:13
  until the interest rates
• 6:14
  should I wait to
• 6:15
  sell till the interest
• 6:15
  rates come down
• 6:16
  so I can get a bidding war
• 6:17
  like the truth is
• 6:18
  is that your real estate agent or you
• 6:21
  as a real estate agent
• 6:22
  needs to know what
• 6:23
  is going on in the market
• 6:25
  if you don't know the market
• 6:26
  you are absolutely
• 6:27
  replaceable
• 6:28
  so partner with lenders
• 6:30
  partner with title companies
• 6:31
  have conversations
• 6:32
  just put yourself
• 6:33
  out there in the market
• 6:34
  and know it
• 6:35
  because that's a huge piece of
• 6:37
  my business
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  for sure but
• 6:39
  also that I see
• 6:40
  that's kind of
• 6:41
  lacking in a
• 6:42
  lot of real estate agents
• 6:43
  they're kind of
• 6:44
  going with the headlines
• 6:44
  and if you're going with the headlines right now
• 6:47
  you never know
• 6:48
  what you're gonna deal with
• 6:49
  and if you're carrying along their narrative
• 6:51
  you're probably
• 6:52
  not you know
• 6:53
  turning a bunch of
• 6:54
  clients into buyers
• 6:55
  and sellers
• 6:56
  at this point in time
• 6:57
  the next thing is
• 6:58
  be willing to
• 6:58
  pitch in right
• 6:59
  as a real estate agent
• 7:00
  most of the time
• 7:01
  especially if you're independent
• 7:02
  you make a shit ton of money
• 7:05
  when we close
• 7:05
  so if there's an
• 7:07
  inspection item that
• 7:08
  you know maybe
• 7:09
  the seller's putting in some
• 7:10
  the buyer's putting in some
• 7:12
  you know and you're
• 7:13
  like hey like
• 7:13
  radon's still outstanding
• 7:15
  I can pick that up
• 7:16
  whatever that is
• 7:17
  and I'm not saying
• 7:17
  do it all the time
• 7:18
  but there's times
• 7:19
  where you know
• 7:20
  the money's tight
• 7:21
  or maybe the seller's
• 7:23
  just saying
• 7:23
  I'm not gonna
• 7:23
  do it right
• 7:24
  what's that mean
• 7:25
  if you throw
• 7:26
  in something
• 7:27
  that maybe is
• 7:27
  a potential
• 7:28
  health and safety item
• 7:29
  for your client
• 7:30
  or give them
• 7:31
  help out with that
• 7:32
  you know give them
• 7:33
  a rebate or
• 7:34
  you know whatever
• 7:35
  you need to do
• 7:36
  lower your commission
• 7:37
  with the seller
• 7:38
  to give them
• 7:38
  a little bit
• 7:39
  more you know
• 7:41
  spending power
• 7:41
  or the ability
• 7:42
  to move into this home
• 7:44
  as you know
• 7:45
  for safety purposes
• 7:46
  or whatever
• 7:47
  that's not something
• 7:48
  that I say do
• 7:48
  all the time
• 7:49
  but if you step in
• 7:50
  and you know
• 7:51
  you feel driven
• 7:52
  to do that it's 34
• 7:54
  500 bucks at a time
• 7:56
  you know who knows
• 7:57
  and the truth is
• 7:58
  that they're never
• 7:58
  going to find
• 7:59
  the perfect
• 7:59
  home so being
• 8:01
  a little bit
• 8:01
  flexible and
• 8:02
  being you know
• 8:02
  approaching
• 8:03
  with a giving
• 8:03
  heart and doing
• 8:04
  the right thing
• 8:05
  sometimes in
• 8:06
  real estate
• 8:06
  transactions
• 8:07
  goes a long way
• 8:08
  as a real estate agent
• 8:09
  the next thing
• 8:10
  and this is
• 8:10
  kind of probably
• 8:11
  what people went to
• 8:12
  right away is
• 8:12
  provide thoughtful gifts
• 8:14
  right provide
• 8:15
  personalized gifts
• 8:16
  or something
• 8:17
  that comes up
• 8:18
  and this is
• 8:18
  interesting
• 8:19
  cause I always see posts
• 8:20
  on these big
• 8:23
  Facebook groups
• 8:24
  and things like
• 8:24
  what should I get
• 8:25
  this client
• 8:25
  like you should know
• 8:27
  what kind of
• 8:27
  gift to give
• 8:29
  give a client
• 8:30
  especially when
• 8:30
  you're just
• 8:31
  starting out
• 8:31
  and you know
• 8:32
  have that you know
• 8:33
  true white glove
• 8:34
  experience right
• 8:35
  now with my
• 8:36
  production I do
• 8:37
  a personalized
• 8:37
  gift you know
• 8:38
  I personalize
• 8:39
  it by a color
• 8:40
  and I put their name on it
• 8:41
  and their house
• 8:42
  location and
• 8:43
  that kind of stuff
• 8:44
  but it's not
• 8:45
  you know it's not like oh
• 8:46
  this person
• 8:47
  would love this
• 8:47
  and I mean if
• 8:48
  there is like
• 8:49
  things like
• 8:50
  going to sporting events
• 8:51
  and you know
• 8:52
  obviously I know
• 8:53
  the clients
• 8:53
  that love that
• 8:54
  and that don't
• 8:55
  love that so
• 8:56
  just be thoughtful
• 8:57
  and provide
• 8:58
  gifts along
• 8:58
  the way both
• 9:00
  in transaction
• 9:01
  post transaction
• 9:02
  and as much as you can
• 9:04
  to you know
• 9:05
  help people
• 9:05
  everyone loves
• 9:06
  getting a gift
• 9:06
  there's not
• 9:07
  one person that loves
• 9:09
  giving a gift
• 9:09
  more than or
• 9:10
  getting a gift
• 9:11
  more than my
• 9:12
  5 year old daughter
• 9:13
  but everyone does
• 9:14
  love getting
• 9:15
  some sort of gift
• 9:16
  some sort of
• 9:17
  thoughtful touch
• 9:18
  and it doesn't have to be
• 9:19
  super expensive
• 9:20
  it's the thought
• 9:20
  that counts
• 9:21
  right the next
• 9:22
  is something that
• 9:23
  I see a lot of
• 9:23
  real estate
• 9:24
  agents that
• 9:24
  say they're
• 9:25
  relational but
• 9:26
  they're actually
• 9:26
  transactional
• 9:27
  struggle with
• 9:28
  you need to
• 9:28
  connect with
• 9:29
  your clients
• 9:29
  outside of the
• 9:30
  real estate
• 9:30
  transaction
• 9:31
  and that just
• 9:32
  doesn't mean
• 9:32
  after closing
• 9:34
  it means all
• 9:34
  the time right
• 9:36
  what are their interests
• 9:37
  what can you tap into
• 9:38
  obviously the gift
• 9:39
  can kind of
• 9:40
  go hand in hand
• 9:40
  with this but
• 9:42
  this is a huge one
• 9:43
  and gives you
• 9:44
  the ability
• 9:44
  to separate
• 9:45
  yourself right
• 9:46
  what's their
• 9:47
  dog's names
• 9:48
  what's their kids names
• 9:49
  what sports
• 9:49
  are the kids playing
• 9:50
  what are they doing
• 9:51
  throughout the
• 9:51
  transaction
• 9:52
  that you can
• 9:52
  kind of tap into
• 9:53
  and just you know
• 9:55
  make mental
• 9:55
  notes right
• 9:56
  next time you see Johnny
• 9:57
  who you know
• 9:58
  they were at
• 9:59
  the baseball
• 9:59
  game you know
• 10:01
  talking about
• 10:01
  the inspection
• 10:02
  objection and
• 10:02
  miss Johnny's
• 10:03
  home run you
• 10:04
  next time you see
• 10:04
  Johnny dude
• 10:05
  how was the
• 10:05
  baseball game
• 10:06
  heard you hit a bomb
• 10:07
  that's sweet
• 10:08
  you know something
• 10:09
  like that and
• 10:10
  just getting
• 10:11
  to know them
• 10:12
  outside of the
• 10:12
  real estate
• 10:14
  only transaction
• 10:15
  is pretty big
• 10:16
  and will go a long way
• 10:18
  and allows you to
• 10:19
  connect with them
• 10:20
  outside of the
• 10:21
  transaction
• 10:21
  after the transaction
• 10:23
  like hey how's Johnny's
• 10:24
  baseball career
• 10:25
  hey you know
• 10:26
  what's going on
• 10:27
  gives you reasons
• 10:27
  to reach out
• 10:28
  and make those touches
• 10:29
  down the road
• 10:30
  which will be big
• 10:32
  huge dividends in return
• 10:33
  with referrals
• 10:34
  and repeat clients
• 10:36
  the next thing is
• 10:36
  provide consistent
• 10:37
  content for them
• 10:38
  it can be passive right
• 10:40
  friend them
• 10:41
  on Facebook
• 10:41
  so they see
• 10:42
  all your market
• 10:42
  updates you know
• 10:44
  all the articles
• 10:45
  if something's
• 10:45
  happening with the
• 10:46
  tax Bill or
• 10:47
  something's happened
• 10:48
  in the community
• 10:49
  that you're
• 10:49
  reporting on
• 10:50
  you know provide
• 10:51
  that content
• 10:52
  and that's a
• 10:52
  great way to
• 10:53
  passively stay
• 10:54
  top of mind
• 10:54
  and it's not like hey
• 10:56
  who's looking to
• 10:56
  buy or sell
• 10:57
  it's like hey
• 10:57
  here's some
• 10:58
  information
• 10:59
  take it digest it
• 11:00
  at your leisure
• 11:01
  it's on my page
• 11:02
  you're good to go
• 11:02
  I know you follow
• 11:03
  or I know we're friends
• 11:05
  so check that
• 11:05
  out provide
• 11:06
  weekly emails
• 11:07
  of what's going on
• 11:08
  in the market
• 11:08
  sometimes they'll open them
• 11:09
  sometimes they won't
• 11:11
  um send them
• 11:12
  homes you know
• 11:13
  from their their
• 11:14
  area and so
• 11:15
  all of those
• 11:16
  little just
• 11:16
  passive touches
• 11:17
  maybe even not even
• 11:18
  send them directly
• 11:19
  right send to
• 11:20
  database hey
• 11:20
  this home sold
• 11:21
  this is cool
• 11:22
  like Russell Wilson
• 11:23
  bought that
• 11:23
  house for 30
• 11:24
  million dollars
• 11:25
  that's cool
• 11:25
  you want to see
• 11:26
  pictures of it
• 11:26
  here you go
• 11:27
  right all of those
• 11:29
  kind of passive
• 11:30
  touches that are
• 11:31
  you know more
• 11:32
  mass produced
• 11:33
  but will just
• 11:34
  remind people
• 11:35
  always that
• 11:36
  you're in real estate
• 11:37
  and it's not
• 11:38
  you know a direct
• 11:38
  text message
• 11:39
  you know every
• 11:40
  time like hey
• 11:41
  buy or sell
• 11:42
  hey the market's doing this
• 11:43
  it's passive
• 11:44
  and that's the power
• 11:45
  of social media
• 11:47
  and YouTube
• 11:47
  especially is just
• 11:49
  being able to
• 11:49
  provide those things
• 11:51
  this is kind of a
• 11:52
  ninja trick here
• 11:53
  help them or
• 11:54
  people that are
• 11:54
  important to them
• 11:55
  build their
• 11:55
  business right
• 11:56
  so small business
• 11:58
  it's great to
• 11:59
  kind of form
• 12:00
  together and
• 12:00
  send referrals
• 12:01
  and trade referrals
• 12:02
  back and forth
• 12:02
  the more referrals
• 12:03
  you give the
• 12:04
  more referrals
• 12:04
  you'll get and so
• 12:06
  you know HVAC
• 12:06
  contractors
• 12:07
  and bakers and
• 12:08
  salon owners
• 12:09
  and all of the
• 12:10
  people that
• 12:11
  you can think of
• 12:12
  somebody will need them
• 12:13
  at some point
• 12:13
  so if your clients
• 12:14
  have that business
• 12:15
  that's a home run
• 12:16
  or you know
• 12:17
  maybe their
• 12:17
  parents do or
• 12:18
  their brother
• 12:19
  or whatever
• 12:20
  you can continually
• 12:21
  drive business
• 12:21
  to those people
• 12:22
  make sure that
• 12:23
  they do a good job
• 12:24
  but that's a huge
• 12:25
  way to show them
• 12:26
  that you care
• 12:27
  because you're
• 12:27
  outside thinking
• 12:28
  outside the
• 12:28
  box you know
• 12:30
  driving people
• 12:30
  to help their
• 12:31
  family members
• 12:32
  or themselves
• 12:33
  build a business
• 12:34
  and sustain
• 12:35
  and if you help
• 12:36
  them build a
• 12:36
  great business
• 12:37
  then they're gonna
• 12:37
  sell their home
• 12:38
  and move up
• 12:39
  and that's also nice
• 12:40
  the next one is
• 12:41
  follow through
• 12:41
  on your word
• 12:42
  we don't have
• 12:42
  to talk about
• 12:43
  that too much
• 12:44
  do what you say
• 12:44
  you're gonna do
• 12:45
  carry it out
• 12:46
  and do it with the utmost
• 12:48
  confidence and
• 12:50
  follow through
• 12:50
  that you can
• 12:51
  do make sure
• 12:52
  that you do
• 12:52
  what you say
• 12:53
  you're gonna do
• 12:54
  across the board
• 12:55
  and good things
• 12:56
  will happen
• 12:57
  have meaningful
• 12:57
  client events
• 12:58
  and a lot of this
• 12:59
  boils down to
• 12:59
  having your client
• 13:00
  Avatar right
• 13:01
  if you're focusing
• 13:02
  on families
• 13:02
  and things like that
• 13:03
  don't throw
• 13:04
  a rager at 1bar
• 13:05
  right if you're
• 13:06
  focusing on
• 13:06
  young professionals
• 13:07
  maybe you do
• 13:07
  run out a rooftop
• 13:09
  and have a happy
• 13:09
  hour it just
• 13:11
  makes sure that
• 13:11
  you're throwing
• 13:11
  meaningful client
• 13:12
  events that
• 13:13
  they're gonna
• 13:14
  wanna come to
• 13:14
  right what would
• 13:16
  a family of 4
• 13:17
  wanna come to
• 13:18
  maybe we'll do
• 13:19
  some family
• 13:19
  photos we'll
• 13:20
  do a barbecue
• 13:20
  at the park
• 13:21
  we'll get a
• 13:22
  bounce house
• 13:23
  we'll just cater
• 13:24
  the kiddos right
• 13:25
  and so know
• 13:25
  your target
• 13:26
  audience and
• 13:27
  throw meaningful
• 13:27
  client events
• 13:28
  humanize yourself
• 13:29
  on social media
• 13:30
  you know obviously
• 13:31
  I'm not telling you
• 13:32
  you have to
• 13:32
  put your kids
• 13:33
  on social media
• 13:33
  or do any of that
• 13:34
  but more than just
• 13:36
  real estate content
• 13:37
  what do you do
• 13:38
  what are you doing
• 13:38
  in your free time
• 13:39
  the camera can always
• 13:40
  be facing out
• 13:40
  you can be at
• 13:41
  a ball game
• 13:41
  you can be you
• 13:42
  know how to
• 13:43
  play you can be
• 13:44
  out to dinner
• 13:45
  whatever that is
• 13:46
  make sure you're
• 13:47
  humanizing yourself
• 13:48
  so that they're
• 13:49
  not just like
• 13:50
  oh there's a
• 13:50
  real estate
• 13:51
  agent he's a
• 13:51
  suit and tie
• 13:52
  buttoned up dude
• 13:53
  that calls us
• 13:55
  when he wants
• 13:55
  a commission
• 13:56
  so humanize
• 13:57
  yourself on
• 13:58
  social media
• 13:58
  also another
• 13:59
  very easy way
• 14:00
  to passively
• 14:03
  stay top of mind
• 14:04
  do the little things
• 14:05
  send them the
• 14:05
  needed documents
• 14:06
  and tax time
• 14:06
  right if they
• 14:07
  purchased a
• 14:08
  home or sold
• 14:08
  a home last
• 14:09
  year you know
• 14:10
  January February
• 14:11
  send out that
• 14:11
  settlement statement
• 14:12
  cause you know
• 14:12
  they're gonna be
• 14:13
  reaching out
• 14:14
  that'll also
• 14:14
  save you some time
• 14:15
  on the back
• 14:15
  end because
• 14:16
  you know they'll
• 14:17
  start asking
• 14:17
  you come March
• 14:18
  or April anyway
• 14:19
  so if you just
• 14:20
  send that out
• 14:20
  January February
• 14:21
  that's huge
• 14:23
  other things
• 14:24
  like reminders to winterize your sprinkler systems
• 14:27
  or connecting them with you know
• 14:28
  a vendor that's willing to do it at a 10% discount
• 14:32
  so just reaching out at key times
• 14:34
  and providing the key documents needed
• 14:36
  so that they don't have to go back and shuffle and
• 14:39
  you know find everything that they need
• 14:40
  it's just top of their email box
• 14:42
  boom got it
• 14:42
  or oh Jeremy just sent me this guy
• 14:45
  you know he's doing aerations in Denver
• 14:47
  boom let's call him up and get on the list
• 14:49
  next is giving them the tools to know
• 14:51
  they have options right
• 14:52
  Homebod or different
• 14:54
  you know annual reviews is something I do
• 14:56
  make sure that they know
• 14:57
  make sure that they have access
• 14:59
  if they do have a home warranty or you know
• 15:01
  they do have insurance
• 15:02
  you know sewer line coverage
• 15:04
  just make sure that they have all the tools
• 15:06
  that they pay for
• 15:07
  and sometimes
• 15:08
  maybe don't even know
• 15:09
  at their disposal
• 15:10
  so that they can
• 15:12
  take care of their asset
• 15:13
  and do the right things
• 15:14
  when it comes to home improvements
• 15:16
  and that kind of deal
• 15:17
  you could keep them up to date
• 15:18
  on things that are happening in their neighborhood
• 15:20
  maybe set them up on an auto search
• 15:21
  just
• 15:22
  a small auto search
• 15:23
  just their neighborhood
• 15:24
  of homes that are on the market or selling or whatever
• 15:28
  you'll kind of know when working with them
• 15:30
  you know if they're those people that are
• 15:32
  want to see every picture of a house
• 15:34
  but when it comes active on the market
• 15:35
  maybe you're notifying them
• 15:37
  when those homes go active
• 15:38
  maybe they don't really care about that
• 15:40
  but they just really care about their value
• 15:41
  maybe cinema
• 15:42
  auto search of
• 15:43
  when homes sell in their neighborhood
• 15:45
  once a month
• 15:46
  nothing crazy
• 15:47
  but this is a huge value
• 15:48
  and you can see when people are kind of looking
• 15:50
  and on the back end
• 15:51
  depending on what software you use
• 15:55
  you can definitely keep track of them that way
• 15:57
  but it's also just giving them the information right
• 15:59
  it's always like okay well
• 16:00
  Jeremy's gonna send me all the homes sold this month
• 16:02
  so that's pretty cool
• 16:04
  so definitely
• 16:05
  take advantage of that as well
• 16:07
  definitely service every single referral you have
• 16:09
  with a white glove experience
• 16:11
  make sure you're calling and thanking them
• 16:14
  laws and things like that don't allow you to really
• 16:17
  reciprocate financially for those things
• 16:20
  like we could if it was another real estate agent
• 16:22
  but make sure you're doing something a little extra
• 16:24
  to thank them
• 16:25
  and the biggest thing that they care about and want
• 16:28
  is that you're serving that person that they know
• 16:29
  like and trust
• 16:31
  with the utmost
• 16:32
  professionalism and respect
• 16:34
  so really take a little bit extra care
• 16:36
  of those referrals
• 16:37
  and then again
• 16:38
  make connections that don't involve real estate
• 16:40
  we mentioned small business
• 16:42
  but maybe they're moving into a new area
• 16:48
  hey you guys have similar age
• 16:49
  kids they're moving in the area
• 16:51
  just want to introduce you guys
• 16:52
  so you knew somebody in the neighborhood
• 16:54
  things like that
• 16:55
  don't even have to be involved with moving or anything
• 16:58
  real estate
• 16:58
  just being that connector
• 17:00
  and always looking to connect
• 17:01
  light personalities
• 17:02
  because when you make that connection
• 17:04
  and who knows
• 17:05
  it could be best friends for life
• 17:07
  then you're gonna be both of those groups
• 17:08
  Realtors for life
• 17:11
  just make those extra connections
• 17:12
  and that's 15 things that you can do
• 17:14
  just a little bit differently
• 17:15
  that will absolutely help you
• 17:18
  you know show your clients
• 17:19
  that you actually care about them
• 17:21
  but also all of these things are
• 17:23
  have the base root of building business
• 17:25
  by referral
• 17:26
  and I can guarantee you that if you do this
• 17:27
  for your clients
• 17:28
  or the people that you know around you
• 17:30
  they don't have to have sold a home
• 17:32
  to have a positive experience with you
• 17:34
  you will absolutely
• 17:35
  be able to work consistently
• 17:36
  by referral
• 17:38
  unlike that
• 17:39
  top notch coach
• 17:40
  said that you couldn't do
• 17:41
  so if you have any questions about this
• 17:43
  please let me know
• 17:44
  if I'm speaking your language
• 17:45
  I have a link to my free mini course down below
• 17:48
  and I would love to
• 17:50
  have that discussion with you
• 17:51
  include you in that community
• 17:53
  and provide you with
• 17:54
  a free mini course
• 17:55
  it's only 30 minutes long
• 17:56
  but I think it can change your business forever
• 17:58
  as always like comment
• 18:00
  subscribe share
• 18:01
  share the podcast with your favorite real estate agent
• 18:03
  and we'll keep winning at the game of real estate
• 18:05
  and I hope I can help you too
• 18:07
  talk to you soon bye bye