What does an Agent need in today’s society?
First, let’s talk about the Warm Referral Plan (WRP). What is it? WRP teaches you how to have consistent warm referrals coming in from those that know, like and trust you. This is what guarantees even more closings.
What does an Agent need to know?
To begin, let’s start off by breaking down the C.A.R.E. Plan. C.A.R.E. stands for Creating A Referable Experience. If we break it down to the basics, this is what clients want: they want to feel special, listened to, etc. So how do you create that experience? Make them feel special! It sounds simple, and it is just that simple. Spend time, like a three minute phone call, talking and engaging with them about their life, what’s going on in their circle, etc.
In addition to the C.A.R.E. Plan, ASK your clients who their friends, family, coworkers, etc are. Strive for moments of gratitude, love on them, share your appreciation for them, and ASK them who else in their circle needs to buy, sell, or refinance their home.
You might be thinking – that’s way too simple, it won’t work. Let me explain the “Law of 25” to you. Derived from Joe Girard’s “Law of 250”, Joe was a Guinness World Record holder for the most car sales in a year.
Here’s how he did it:
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.
The Law of 25
The Law of 25 is based on Joe Girard’s Law of 250. For every one referral, there are 25 potential referrals from their friends, family, and coworkers.
Here’s how you do it:
Nourish your client relationships. While it may be easier to say thanks and move on, most referrals come from Agents who stayed in touch with their clients. Stay top of mind, love on them, appreciate them, ask for referrals, and amazing things will happen.
Make sure you stay in front of your client. Use the C.A.R.E. Plan, check in, and stay connected. Engage with your client via social media (liking, commenting, etc) as well as reaching out via email. Schedule a 3 minute phone call each month to talk about FROG (Family, recreation, occupation, and goals).
You may be reading this and thinking “There is no way I have time for this.” There’s good news! There are systems put in place to help you stay on top of everything. One App, called Export Contacts by Covve, helps you organize your contacts and track who you have called, messaged, etc.
There is also an App called Reachtheapp, which is a way to send multiple messages at once.
And of course, you have the opportunity to work with me, Scotty, at Fresh Agent Marketing. At FAM, we go over the Warm Referral Plan, how to stay ahead of your client (and stay there!) and more! Head over to scotthudspeth.com and schedule your free consultation today.
Let’s make 2023 a record breaking year!