If you want to close 5 more loans a month and and see even more success in your business, head over to Freshagentmarketing.com and schedule your free consultation with Scotty today!
Join us as Scott Hudspeth and Paul Dolan discuss the Warm Referral Plan, how to create a referable experience, and more.
With the holiday season upon us, it’s only fitting to talk about the virtual gift exchange. More than likely, you’ve been invited to a gift exchange or white elephant party before. Here, everyone is going to share one idea that if implemented, would produce one buyer or seller lead in the next 30 days. Keep an eye out for a compiled list, you won’t want to miss it!
If you want to get started right away, here is a tip to get connected with more leads:
- Purchase a $2 lottery ticket and mail it out with a postcard that says “Thinking of you! Hope you win.” Then, follow up a few days later. It’s a great way to get connected with your client as well as show your appreciation.
Definition of a successful transaction:
To have asked and received a referral during the time that you worked with your client.
The Warm Referral Plan:
How to have consistent, warm referrals coming in from those that already know, like, and trust you for even more closings.
How to get consistent warm referrals from everyone in your phone:
- Email everyone in your phone once a week and track the opens and clicks.
- Friend everyone in your phone on Facebook and follow up immediately with a direct message that says, “Excited to connect with you and follow your journey. Talk soon!”
- Like and comment on your friend’s posts on a regular basis.
- 3 minute check in calls every other month to talk FORD: Family, occupation, recreation, and dreams. Listen for moments of gratitude and always have a CTA.
- Send a text if they don’t call back: “I have some great news, give me a call back when you can.”
If you search “slybroadcast.com” you’ll come across a website that allows you to send 100 voicemails for $10. This is a great way to check in during the holiday season. Another useful tool is reachtheapp.com that allows you to send group texts using your phone number.
Law of 25 — Based on Joe Girard’s Law of 250. 1 referral = 25 potential referrals from their friends, family, and coworkers.
Joe Girard’s Success:
When Joe was just starting out, no one would hire him because he had little to no experience. Eventually, he was hired but agreed to not take any walk in traffic. Before long, it was apparent that it was a bit harder to get car sales than Joe thought.
Fast forward, and he attended a wedding and a funeral. While he was there, he asked how many people showed up. Both estimated that around 250 people came. Joe did the math and figured if he could reach just one person, he could potentially reach 250 people. From there, Joe came up with a system.
If he sold a car, he would call and check on the client within the first few weeks. When it went well, he’d ask for a referral. On the times it did not go well, he would correct the issue and then ask for a referral. But that’s not all!
Joe kept in touch with every single client. He was careful to never sound like a sales pitch; instead, he would share an interesting story, a birthday greeting, or something he thought they might enjoy. He even wrote each client one card per month. These cards ranged from birthday cards, anniversary cards, or “just because” cards. By the end of his career, he had a staff of 14 people helping him write cards. What’s even more outstanding is that this was long before CRM, databases or computers.
Joe Girard’s philosophy can be taken and implemented in this industry by connecting with your clients, checking in, and staying top of mind.
How to Create a Referable Experience:
C.A.R.E. Creating a Referable Experience – How do you know if you are creating a referable experience? You ask! Engage with your clients and ask them what can you do better. Take the recommendations from your clients. If they want to be contacted only via text, then text them. Maybe they only want to communication via calls. Meet your client where they’re at. Strive for moments of gratitude and use it. Ask them for a favor (the answer is always yes). Ask who of their friends, family, coworkers, etc are looking to buy, sell, or refinance that you can help. In this industry, we are 99% referral based.
Use the Reticular Activator (RAS) to your advantage. The Reticular Activator is a bundle of nerves at our brainstem that filters out unnecessary information so that the important things get through. The RAS is the reason you learn a new word and then start hearing it everywhere.
The Magic Number:
The magic number refers to how many calls/touches to conversations = 1 win. How many do you need on a daily basis to bring in even more leads?
How many potential clients are in your database that know, like, and trust you?
Utilize tools like Export Contacts by Covve which is an app that exports all the contacts in your phone and saves them. This ensures you will never lose a contact and you will know exactly what you are working with.
Relationship Marketing Tactics (that you can start tomorrow!):
- Go the extra mile for your customers and prospects. Do things that will make you stand out. If you see an article that you believe they may be interested in, send it via mail or email. Set up Google News Alert for topics you feel would interest your customers.
- Make sure your customers know about every single service you provide.
- Establish relationships with people who sell complementary products or services.
- Ask for a referral. If you don’t ask, chances are you will never get a referral. Customers do not usually volunteer a referral on their own. When the time seems right, ask them if any of their friends, family, or coworkers need assistance buying or selling a home.
What are you waiting for? Sign up today and get started so you can make 2023 a record breaking year!