"Hey Dusty, my friend wants to sell their house and I told them you and your team are the people to talk to. Here is their number."
$19.6 million worth of my team's business this past year came from phone calls just like that. These deals didn't come as a result of a big advertising budget, a door knocking campaign, or cold calling; just a friendly phone call from an acquaintance. Connections, both local and nation-wide, create these types of phone calls. Are you connected?
A LOT OF BUSINESS IS HARD, ALLOW SOME OF IT TO BE EASY
We all have to work very hard in this industry. Real estate is a hustle that never sleeps; if you don't believe me ask my wife -- she loves the phone ringing at night and on weekends. Since we work so hard most of the time, shouldn't we create space for easy business? The easiest business in the world is referral business. But referral business doesn't just appear, it has to be cultivated. My advice is to take the time now to cultivate relationships that will make your life easier in the future.
MOST OF THESE REFERRALS WERE FROM OUT OF TOWN AGENTS
Perhaps you are now thinking to yourself, "Perfect, I'll join another local committee or group to meet people and get referrals." Sorry to burst your bubble, but most of our referrals this year came from out of town agents. If you aren't regularly campaigning to connect with other real estate agents around the nation you are leaving business on the table -- easy business.
REAL ESTATE CONFERENCES YIELD THE MOST FRUIT
Attending real estate conferences is the best way to create connections with other real estate agents that will lead to referrals. I know the introverts out there must be dying inside thinking about a week full of conferences and cocktail parties, but if you want to really excel in this business you have to put yourself out there (click here for more info). It is during these conferences and cocktail parties that business cards are exchanged and you become the "go-to" agent for referrals in your area. Because when I have a client in another city, I prefer to refer them to an agent I have met and know personally -- not necessarily the one with the most experience.
I AM SPEAKING AT INMAN CONNECT 2015 - SAN FRANCISCO
I will be speaking at Inman Connect on the topic of growing your business and staying connected via social media (click here for my schedule). The conference is in San Francisco from August 4-7, 2015. I am only 1 of many incredible speakers that Inman is hosting at this conference. I highly recommend that you put your fears and busy schedules aside and attend Inman Connect; I assure you that the relationships built and knowledge received will be worth it.
A DEAL JUST FOR MY FRIENDS
Tickets are usually $949 but you can get them here for $749 through my link:
Some of you may be thinking that $749 is expensive, but a 1/4 page ad in a magazine costs $749 and I assure you that will not reap the same benefits as a week spent with leaders of the real estate industry.
I hope to see you there!