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Vicki Westapher talks about her Monthly Market Update, a core pillar of her successful referral program. With this email report, Vicki keeps her past clients, sphere of influence, and referral agent partners updated on her local market statistics. She also asks for referrals and educates her people. See the entire email template including all sections, details, offers, and calls to action. Model your market report on a proven format. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Vicki Westapher talks about her emotionally powerful, one-of-a-kind, customize closing gift ... a seller memory book with photographs of the home her clients just sold ... so they can relive all the memories their family created there. This is a blockbuster idea that deepens the relationship with your clients and results in massive goodwill and referrals. Find out what photos Vicki includes, the exact words on the only two text pages in the book, where to print the book, and how she keeps the cost under twenty dollars. Plus, see a sample book. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Vicki Westapher talks about her powerful, personal, quick, 30 second video email birthday greeting that touches her people at a deep level and brings in referrals. Learn how she batches all the videos monthly and pre-schedules email deliver for the date of the birthday, including how long it takes her and the tools she uses. See a sample email and watch a sample video birthday messages. Discover the magic video thumbnail that gets an almost 100% open rate. Find out why 2/3rds of the recipients reply back with a personal message of gratitude. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Vicki Westapher talks about 9 ways that she stays "top of mind" with her past client and shows us 4 sample marketing pieces. She believes you have to "mix it up" with different offers through different mediums. For example, she likes to send a monthly discount card by mail and a birthday greeting by email and testimonial by social media post. My favorite example was Vicki sending the kids of her clients a happy birthday card including a gift card to a local ice cream shop. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Vicki Westapher talks about her golden referral script that trains her past clients to duplicate by promoting her business to friends and calling her with referrals. Don't make the mistake of handing someone your business card and hoping it does not end up in the trash. The "Would You Do Me A Favor" referral script only takes 60 seconds, but it fully educates your clients to take action on your behalf. Listen over and over to Vicki saying the script and it will quickly become your script. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Vicki Westapher talks about how she celebrates pendings and referrals ... so she will receive more of both. Reward the actions you want to duplicate. Make your "partners in real estate" (your clients and referral sources) feel wonderful when they take the actions you want to see more often. Vicki sends a personalized card with a gift (actually she outsources this - find out which company in this session). When clients go under contract (pending sale), she sends a Hip Hip Hooray card with 4 brownies. When her people send her a referral, she sends a Thank You card with 4 brownies. People love the kind words and wonderful taste ... and are more likely to repeat the action. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Vicki Westapher talks about how she gets client data such as birthdates (client, spouse, and kids), favorite restaurants, occupation, email address, and more. When she takes on a new client (buyer or seller), Vicki sends an email asking her new client to "tell me about yourself" by filling out an online Client Profile Form. See what questions you should ask, how to get this information smoothly into your CRM, and how Vicki uses this information to follow up and earn more referrals in the future. Vicki Westapher is with Re/Max in Colorado Springs, Colorado. She sold 67 homes worth 30 million in one year as a solo agent. Read More

Paula Burlison shares her referral script for calling her past clients and sphere of influence that results in 78% of her business (44 closings last year). Learn the 5 part call structure, 2 different voice mail scripts, the benefit of transferred trust, and the secret for quickly getting off the phone with a long winded talker (kindly). Hear a role play. Understand why the call is not pushy nor offensive to your past clients. Paula Burlison is with Coldwell Banker in Henderson, Nevada (Las Vegas). She sold 68 homes worth 20 million in one year. Read More

Lynda Anderson shares her complete Annual Marketing Plan that resulted in 144 closed referrals and 679k in GCI last year. See the entire plan including dates, budget, and 5 sample marketing pieces. Plus find out her 3 most important marketing activities (all zero or low cost) that she would not give up. Lynda Anderson is with Boulder Bay Realty Group in Valparaiso, Indiana. She sold 181 homes worth 30 million in one year. Read More

Linda Domis shares her annual holiday brunch past client appreciation party. She only invites people who bought, sold, or referred her during the past year. Find out where she host the event, best day and time, cost, activities, and vendor participation. Also see the invitation and event photos. Plus she shares several alternative party ideas for agents on a tight budget. Linda Domis is with Keller Williams in Whittier, California. She sold 103 homes worth 25 million in one year. Read More

Linda Domis shares her personal semi-custom quarterly magazine (designed, printed, and mailed by a publishing company). This 45 page mag brings in praise and new business. Most think she writes the tome. Find out who the publisher is, how much each issue costs, and how she customizes it to generate response from her past clients and sphere of influence. Linda Domis is with Keller Williams in Whittier, California. She sold 103 homes worth 25 million in one year. Read More

Tina Caul shares 3 power questions you can say to get your sphere of influence talking about their real estate needs. Each question is an easy conversation starter and indirect soft approach to learning if your friends, family, and past clients are thinking about moving. Plus Tina shares her simple script for training her people to send her referrals. Tina Caul is with eXp Realty in Cary, North Carolina. She sold 262 homes worth 101 million in one year. Read More

Tim Houk talks about referrals from his sphere of influence. When Tim stopped advertising in Zillow and built a moat around his SOI instead, sales went up 15% and profits even higher. Find out how he gets 70% of his sales by repeat and referrals (1 in 12 people in his database sent him a closed referral last year). Discover what is in his 42 touch annual marketing plan including 3 covid safe events (and why it created closer relationships). Learn how he gets reviews and referrals from his SOI events and giveaways. Hear his two favorite referral scripts for direct calls and voice mails. See 18 sample marketing pieces you can model for your SOI. Tim Houk is with Keller Williams in Baton Rouge, Louisiana. He sold 265 homes worth 55 million in one year. Read More

Jay Acker talks about 3 virtual events you can host for your past clients and sphere of influence that result in referrals plus brand new leads too. Learn about virtual happy hours, bingo nights, and giveaways. Discover the 5 best gifts for a giveaway, who to invite, what to include on the invitation, and the free tech tool for designing the invitation art to post on social media. Find out why phone registration is better than online forms if you want more referrals. Jay Acker is with Keller Williams in Denton, Texas. He sold 408 homes worth 98 million in one year. Read More

Jay Acker shares how he finds seller listings in his past client and sphere of influence database. It is a very simple plan. You need one tech tool (probably already have it in your MLS), one script, and the desire to find the gold (listings). Jay shares his favorite one-minute friendly script and how he responses to the statement: "I don't know anyone." Find out how he averages 5 listings for every 100 people in his database with this method. Jay Acker is with Keller Williams in Denton, Texas. He sold 408 homes worth 98 million in one year. Read More

Jessica Starr shares 8 ideas for physically (but not socially) distanced client appreciation events (plus 2 bonus ideas). Covid19, social distancing, and lockdowns have forced top agents to become creative about one of their most successful strategies for generating repeats and referrals ... the client event. Learn which 8 events can be done virtually, the technology to make it possible, and how to find out which event your sphere of influence wants you to host. Jessica Starr is with Keller Williams in Simsbury, Connecticut. She sold 191 homes worth 45 million in one year. Read More

Erin Krueger shares how she hosts her Fall Festival client appreciation event that results in repeat and referral business. Plus she shares 5 more event ideas (including a brand new COVID non-contact event idea she executed). Learn how she makes 6 contacts (and opportunites for referrals) with her past clients and sphere of influence from the invitations through the event and even post event. Discover the total cost and cost per person (smaller than you think) and how she gets her vendors to help pay for the party. Events are an easy way to make a "value add" contact with your people that results in business (and happiness). Win-win. Erin Krueger is with Compass Real Estate in Nashville, Tennessee. She sold 550 homes worth 150 million in one year. Read More

Nate Martinez shares his referral newsletter to his past clients, friends, family, and sphere of influence. See a sample newsletter inside and out. Learn what information he always leaves out so hot prospects will call him. Discover his best call to action (CTA) and why he prefers the oldschool medium that brings higher quality leads. Plus find out how you can double your past client database with the same number of closings. Nate Martinez is with Re/Max in Surprise, Arizona. He sold 616 homes worth 68 million in one year. Read More

Casey Margenau talks about his direct mail postcards that he sends to his friends, family, and past clients to generate repeat and referral business. He shares 6 sample postcards (front and back) that you can model. Learn his strategy and concept on branding versus selling style cards. Find out his preferred frequency of mailing, best days and events to mail around, color branding, sub category targeting, and the type of business you are attracting. Discover how he packs a lot of information into a small space with graphs, charts, and headlines. Plus some insight for working in the new coronavirus pandemic real estate market. Casey Margenau is with Casey Margenau Fine Homes in Vienna, Virginia. Casey was ranked the #1 agent in the world for Re/Max 5 years in a row. He sold 69 homes worth 74 million in one year. Read More

Justin Myer talks about building a top 50 referral list based on your existing sphere of influence. Learn HOW to find the people, their cell phone number, and email address. Learn exactly what to do the first week including a sample text message, email, and phone call script (one new agent did this and got 2 appointments his first week). Discover how to locate your SOI in Facebook and make exclusive "target audiences" that you can market (very low budget) and make special offers. Find out how high Justin's ROI is on this method. Justin Myer is with Lethbridge Real Estate in Lethbridge, Alberta, Canada. He sold 284 homes worth 78 million in one year. Read More

Les Walden talks about his Target 25 plan (also known as Top 25, T25, and just T) that averages 25 closed transactions every year (30 last year) for zero cost. Bascially, the results are one referral closing per year for each person on this list. The biggest key to success with this program is the WHO ... who do you include on your list (and who do you exclude). Les dives deep into list selection. Then we talk about WHAT you need to do to become the one and only real estate EXPERT these people will call or refer. It's a simple system and incredibly successful. Les Walden is with Les Walden Real Estate in Seneca, Sount Carolina. He sold 141 homes worth 22 million in one year. Read More

Les Walden talks about his virtual action plan (during the coronavirus lockdown) that resulted 2 immediate listings (that he already double ended) in 30 days (4 closings) ... plus building strong relationships for future referrals. He shares his "check in" strategy and phone script to friends, family, and past clients. Plus he went BIG on video with market updates, video text messages, and virtual showings. See samples and understand why he is getting the BEST response to his calls and videos in his career. Les Walden is with Les Walden Real Estate in Seneca, Sount Carolina. He sold 141 homes worth 22 million in one year. Read More

Colleen Lawler talks about her movie day event that she hosts for only $5 per person and resulted in 5 new clients (3 buyers and 2 sellers). See a sample invitation and find out how she gets a 40% response rate. Also, see her reminder social media posting. Best of all, listen to her script for following up with attendees that results in referrals and new business. Learn how you can start a movie day event for as little as $500. Colleen Lawler is with Coldwell Banker in Chesterfield, Missouri. She sold 202 homes worth 68 million in one year. Read More

Colleen Lawler talks about her annual Shred Day and Electronic Recycle Event that resulted in 4 brand new listings (from people she did not know) and 3 referral closings from her sphere of influence. The low cost event delivers big returns from your SOI and the community at large. Discover the BEST time to host this event so you maximize listings. See sample invitations including two postcards and a local newspaper ad. Plus learn a gentle script for getting referrals. There is a reason she does this event every year ... it brings in new business. Finally, learn how to do the event on a small scale and shoestring budget (that Colleen did for years before her bigger event). Colleen Lawler is with Coldwell Banker in Chesterfield, Missouri. She sold 202 homes worth 68 million in one year. Read More

Colleen Lawler talks about her annual Pie Day Event during Thanksgiving that results in 10 plus referral closings per year. She shares her event checklist, friendly scripts that result in referrals, and marketing samples including: postcard invitation, email invitation, email reminder, and pie box stickers. Learn how one event gets you in front of your people 6 times in 90 days. Find out who she invites (and who she does not). Also, discover what percentage of people show up per the invitation list. This is her favorite event where she has the most fun and gets tons of referrals. Colleen Lawler is with Coldwell Banker in Chesterfield, Missouri. She sold 202 homes worth 68 million in one year. Read More

Kevin Kauffman talks about educating his database with self-recorded videos released twice per month. These short videos share knowledge, build trust, and result in stronger relationships and referrals. Your people start to see you as the "real estate expert". Find out exactly how he does it and which topics to select. Plus watch 3 sample videos. Kevin Kauffman is with eXp Realty in Tempe, Arizona. He sold 382 homes worth 79 million in one year. Read More

Kevin Kauffman talks about touching hearts (and getting referrals) with his personalized birthday greeting videos. Each morning Kevin records a few 20 second birthday wish videos on his smart phone and sends to his top referrals sources by FB messenger. It's quick, simple, and high impact. The feedback has been huge. This is a great way to bond with your people and build a referral base. Watch a sample video and learn all the details to make this work. Kevin Kauffman is with eXp Realty in Tempe, Arizona. He sold 382 homes worth 79 million in one year. Read More

Kevin Kauffman talks about his postcard system designed to get referrals from his best referral sources. This card is most successful with a small list of highly qualified friends, family, and past clients who are most likely to refer. Discover how Kevin qualifies WHO gets on the list. The topics on the card are seasonal. Each card directly asks for referrals in the call to action. The cards also show the agent's photo for branding recognition. You can see a sample of the card he sends. This concept is based off an agent friend of Kevin who has used his cards to get a 20% response rate year after year (150 monthly mailed cards that result in 30 closings per year). Kevin Kauffman is with eXp Realty in Tempe, Arizona. He sold 384 homes worth 79 million in one year. Read More

Terry Moerler talks about hosting small parties and events that result in referrals. Terry shares 5 event ideas that are inexpensive but deliver big results. In her 40 year career, Terry has never knocked on a door or made a cold call. All her business comes from repeats and referrals. And small intimate gatherings are the key to her success. Find out who she invites and listen to her invitation script. Also learn about her Top 33 and how she knows who to invite to which event. Discover how referrals happen without her asking. Terry Moerler is with Keller Williams in West Lake Village, California. She sold 68 homes worth 40 million in one year. Read More

Terry Moerler talks about her handwritten card system that get referrals by touching hearts with personalized messages sent at the perfect time. Learn how she knows what message to send and when to send it (discover her quick research method). See what the cards look like including 9 different topic cards in addition to the traditional birthday, home anniversity, and wedding anniversary cards. Learn how she gets birth dates, anniversary dates, and more personal client data in a matter of minutes. Find out why you should include a bonus mini envelope inside the card (and what it says) that brings in extra referrals. Discover where she buys cheap cards and specialty cards. Find out what a PAN note is and why it builds deep relationships and results in repeats and referrals. Terry Moerler is with Keller Williams in West Lake Village, California. She sold 68 homes worth 40 million in one year. Read More

Terry Moerler talks about "conversational real estate" and her 100% referral practice. In part 2 (of 2), you'll discover why Terry set up her office to look and feel like a "living room" (plus see pictures of her office). Also, she shares her powerful formula (A+D=R) and how to use it with your clients for clarification and results. Best of all, Terry shows us her most important form (Opening Ceremonies) that she uses to set the foundation of her master referral business (you get to see it). And of course, she shares more amazing scripts. Terry Moerler is with Keller Williams in West Lake Village, California. She sold 68 homes worth 40 million in one year. Read More

Terry Moerler talks about "conversational real estate" and her 100% referral practice. In part 1 (of 2), you'll discover why Terry has NEVER made a cold call or knocked on a door. Instead she strikes up conversations with people she knows or has just met (often at a social gathering). When asked what she does, Terry responds: "What I do is conversational real estate." Learn how she engages people in a conversation, makes a quick needs assessment (and personality profile classification), then presents a story relevant to their real estate needs. If any interest is shown, she invites them to a conversation (meeting) in her office to dive deeper. A surprisingly large number agree since it is presented in a calm, non-threatening manner. In addition, Terry is always looking for referrable moments. Plus listen to her referral replacement script (it's smooth and complimentary). Terry Moerler is with Keller Williams in West Lake Village California. She sold 68 homes worth 40 million in one year. Read More

Desi Sowers talks about giving sports tickets away to her friends, family, past clients, and others that results in referrals. People love to get something of value for free. Sports fans love getting tickets to watch their favorite sport or team. Desi purchased 10 box seats right behind home plate at her local minor league baseball field. She gives the tickets away. People love it. The seats are surprisingly inexpensive, but have a high perceived value. The results: lots of smiles and lots of referrals. See how she sets this up and the simple way to give the seats away. Plus learn about a handful of cheap tickets you can giveaway and make your people smile (and refer). Desi Sowers is with Re/Max in Blacksburg, Virginia. She sold 78 homes worth 17 million in one year as a solo agent. Read More

Desi Sowers talks about her handwritten card program. One card brought in a townhome seller who bought a luxury house and resulted in 30k in GCI. Personal messages inside handwritten notes are special, build relationships, touch hearts, are impactful, and result in happy people who love to refer business to you. Desi shows us her best 7 cards, tells us 5 events when we should send a card (including message to write), and lists 2 of her favorite card vendors. Plus what you should include inside the card. There is a reason so many top agents send handwritten cards. They work. Desi Sowers is with Re/Max in Blacksburg, Virginia. She sold 78 homes worth 17 million in one year as a solo agent. Read More

Desi Sowers talks about getting more referrals by giving swag bags at closings and gifts to people at open houses and listing appointments. This is an old concept that works well based on the Law of Reciprocity (when you give someone something of value, they feel obligated to give you something of value back). The gift does not have to be expensive, just valuable (usable). Desi shows multiple examples including a list of items and where to aquire them. She even shares a script to use at an open house that gets visitors to register. Plus how she got a new listing and move up buyer by handing out a coffee mug. Desi Sowers is with Re/Max in Blacksburg, Virginia. She sold 78 homes worth 17 million in one year as a solo agent. Read More

Shawn Cunningham talks about how he receives 20 referral closings per year from other real estate agents. He uses a scientific approach. First he asks: "Where are people moving from when they come to my market?" These are "feeder markets". Second he travels to that market, meets agents, and establishes a relationship that leads to referrals. Shawn's 3 favorite approaches: take a continuing education class in a feeder city, attend a conference or convention in a feeder state, have a booth at an educational event in a feeder market. Another great idea is to join Facebook referral groups (Shawn lists the best three). It's important to be memorable (find out how he uses a unique memory peg so agents always remember him). Shawn's most insightful statement: "Giving is the most important part of receiving referrals." Shawn Cunningham is with Re/Max in Henderson, Nevada. He sold 64 homes worth 10 million in one year and manages 260 rental units. Read More

Shawn Cunningham talks about his digital email newsletter that results in referrals, online reviews, and 4 to 5 CMA requests per month. Find out how he went from 5% to 25% open rate (a whooping 500% increase). See what makes it a lead generator ... the power buttons for referrals, home evaluations, investor reports, and online reviews. See his entire newsletter including all the graphics and text. Discover how you can get the template he uses for a faster start (and the service he employees to send it out). Want more referrals? Send a monthly newsletter. Model Shawn's and get a quick start. Shawn Cunningham is with Re/Max in Henderson, Nevada. He sold 64 homes worth 10 million in one year and manages 260 rental units. Read More

Shawn Cunningham talks about his big client event ... a movie day at a local AMC theater. Guests receive a free movie ticket, popcorn, drink, discount card, and golden ticket. Lots of smiles and happy people. Shawn receives goodwill ... and referrals. Events are based on the Law of Reciprocity: when someone gives you something, you feel obligated to give them something back. Shawn provides a fun memorable experience, his clients want to give him referrals. It's a win-win. Shawn gets referrals when he invites his past clients and best referrers, during registration (on the form), at the walk-in table, from his pre-movie speech, and afterward when he celebrates the event with pictures on Facebook. Plus see the invitation and learn the cost (less than you might think at $20 per person all in). You can do this event for a big crowd or small. Shawn Cunningham is with Re/Max in Henderson, Nevada. He sold 64 homes worth 10 million in one year and manages 260 rental units. Read More

Linda Craft talks about hosting a low cost high value shred day event for your friends, family, past clients, and community at large. This event creates goodwill plus immediate and future referrals. Linda has held the event for 7 years and every year she has received at least one new client during the event (immediately producing a 10-to-1 ROI). See sample invitations Linda sends by mail, email, and social media including: LinkedIn, Twitter, and Facebook. Also see video of the event and how it works. Plus Linda shares how she gets FREE advertisments of her event in magazine, newspaper, radio, and television. And even though the event is low cost, discover how Linda zero bases the expense by co-marketing with an event sponsor. Linda Craft is with Linda Craft & Team REALTORS in Raleigh, North Carolina. She sold 414 homes worth 103 million in one year. Read More

Josh Anderson talks about 12 client event ideas (themes) you can host from zero cost (shoestring budget) to $125 per person (luxury experience). Get your creative juices going and brainstorm the perfect event that matches your personality and your people. Repeats and referrals from your friends, family, and past clients are the most profitable transactions you can get (and usually the most enjoyable). The key to success is staying connected to your people and top of mind. But it can be hard to think of creative ways to stay in front of them. Enter parties and events. It's fun and easy to invite people to a party (call, email, text, mail, instant message). And the power of connection and gratitude are in the invitation (independent of attendance). Josh just received a listing by inviting a person who could not attend, but started talking real estate based on the invitation. You can host small events with 10 people or huge parties with 200. It's a great source of referrals and an immediate inflow of business. Josh Anderson is with Keller Williams in Nashville, Tennessee. He sold 249 homes worth 86 million in one year. Read More

Josh Anderson talks about hosting a housewarming party for his clients after they close. Why? Clients love it (get to show off their new home) and you add 25 to 30 people to your database that include 2 to 3 future clients (on average). Everyone wins. These parties are low budget affairs (usually less than $250) that celebrate your clients accomplishment and builds a stronger bond for future repeats and referrals. You organize the party for your client (easier than you think). Your client will give you their invite list (friends and family) with name, address, email, and phone number. You create a paper invitation to mail, a digital invitation, a call to get RSVP, and can send a text message. Plus you are introduced at the party and the topic of conversation is alwasy real estate. All this activity creates new bonds and widens your sphere of influence. Discover exactly how to put the event together and see his Housewarming Party Checklist that outlines every step of the way. Josh Anderson is with Keller Williams in Nashville, Tennessee. He sold 249 homes worth 86 million in one year. Read More

April Stephens talks about her annual Client Appreciation Party that results in referrals and goodwill. The sit down dinner happens in the party room of a steak house restaurant at a very reasonable cost of $10 per plate. She hosts the event around Valentine's Day making it a great couples night out. It reminds her best referral sources about her business right before the busy listing and selling time of the year (spring market). Learn about how she gets people there (3 invitation method), how far in advance to start (less than you think), why she does not ask for referrals (yet gets plenty), and how she gets dozens of online reviews from the attendees. April Stephens is with Re/Max in Raleigh, North Carolina. She sold 242 homes worth 46 million in one year. Read More

April Stephens talks about her Weekend Event Guide Newsletter that she emails to her sphere of influence (SOI). This is a creative way to stay on front of your friends, family, and past clients weekly WITHOUT being invasive ... at almost zero cost. 60-70% of her business each year comes from repeats & referrals. This simple (low key) weekly reminder helps keep her top of mind. Discover 3 ways to get local event listings (plus a 4th bonus way if your are listening). See her complete newsletter that you can model in your market. April Stephens is with Re/Max in Raleigh, North Carolina. She sold 242 homes worth 46 million in one year. Read More

Leigh Brown talks about her simple method for adding 2 closings per month with 1 outbound phone call per day. Discover WHO to call, WHAT to say, WHEN to call, and HOW the math works. Get the simple SCRIPT for the call ... plus the script if you have to leave a voice message. This is powerful stuff ... and so simple ... it's a shock that all agents are not doing this. Leigh Brown is with Re/Max in Charlotte, North Carolina. She sold 213 homes worth 51 million in one year. Read More

Martin Bouma talks about his 32 touch repeat & referral program that resulted in 210 closings in one year. Hear the exact month by month program (it is simple to duplicate) that includes: digital newsletters, postcards, phone calls, and a few social events. Why invest money to buy "cold leads" who don't care about you ... when you can invest in the people who already know, like, and trust you (in other words - the people who refer business to you)? Discover a great idea for reducing 80% off your budget (it is not sponsors). Remember a simple plan well executed beats a fantasy plan everytime. Find out why Martin gets 72% of his listings and 65% of his buyers by referral. Martin Bouma is with Keller Williams in Ann Arbor, Michigan. He sold 320 homes worth 103 million in one year. Read More

Gary Raze talks about his Comedy Night event with stand up comics entertaining his past clients that resulted in 6 referral closings. Events are a great way to bond with your people and receive referrals. This is a two part session. In part 2, Gary shares how he gets people there with his invitation schedule, shows us samples (evite and direct mail), and his phone script for inviting people to the event. Find out what percantage of people are likely to show (per those invited), the best day (and month) to host, the RSVP process, how to get cheap videos of the event, see an event program, and what he would do different next time. Plus learn how to find and hire "clean" comics. Gary Raze is with Re/Max in Eugene, Oregon. He sold 69 homes worth 17 million in one year as a solo agent. Read More

Gary Raze talks about his Comedy Night event with stand up comics entertaining his past clients that resulted in 6 referral closings. Events are a great way to bond with your people and receive referrals. This is a two part session. In part 1, Gary shares how he gets referrals without begging for them, the script he uses to call the referred prospect, and the words he uses (and avoids) in that call. See a highlight video of the event (that you can model). Discover the total cost including a breakdown of line item costs. By creating a business focused on "relationships" instead of "transactions", Gary generated 97% of his business last year by referral. Gary Raze is with Re/Max in Eugene, Oregon. He sold 69 homes worth 17 million in one year as a solo agent. Read More

Lars Hedenborg talks about the power of social proof and how to get it. When a happy client tells others about their great experience, that is social proof, and it's the most powerful marketing you can have. Social proof is how you get people who DON'T know you to TRUST you (instantly) which results in new clients faster. Lars is using social proof (mainly online reviws) to reduce marketing cost and SCALE his referral business. See his action plan that tripled his online reviews in seven weeks. Find out HOW he asks for (and gets) reveiws from his past clients and makes it part of a system that guarantees results. Lars Hedenborg is with Keller Williams in Charlotte, North Carolina. He sold 453 homes worth 117 million in one year. Read More

Jen Burns talks about hosting small parties and events for her friends, family, and past clients. Jen loves referrals. Half her business is repeat and referral (40 closings per year as a solo agent). But Jen hates large parties (she is an S on the DISC). So she throws small, intimate, parties and events (20-30 people) for her closest friends and best referral givers. See her inviations, software, tools, FB posts, and pictures from the event. Discover the best time of day and how to start a conversation. Plus see a case study of a small event hosted for only $10 per attendee. Jen Burns is with eXp Realty in Baton Rouge, Louisiana. She sold 78 homes worth 19 million in one year as a solo agent. Read More

Jen Burns talks about how she gets referrals with small gift giveaways. Each gift cost less than $5 but is customized to her local market and appreciated since it eliminates a pain point of her friends, family, and past clients. Per the Law of Reciprocity, when you give someone something, they feel an obligation to give you something back (like helping you with a referral). Jen likes to make LOTS of people happy so she givesaway 20, 30, even 40 gifts at a time. She does a promotion 4 times per year. Each promotion has 3+ touches when she announces the giveaway with Facebook, email, postcard, and text. Jen never calls her people over-the-phone so she has found other ways to stay in touch and top of mind. See 3 actual gifts, hear about a few more gift ideas, and look at how she posts a promotion on Facebook. Jen Burns is with eXp Realty in Baton Rouge, Louisiana. She sold 78 homes worth 19 million in one year as a solo agent. Read More

Gary Raze talks about his cheap monthly referral newsletter sent out on autopilot to his friends, family, and past clients. 95% of his business is referrals. Gary loves the automated (and inexpensive) nature of this monthly reminder to his sphere. Discover where he gets a new template each month, how much it costs (less than $1 each total cost including design, edit, print, mail), and how to outsource it and put it on autopilot. Learn how to make it interactive so your people participate and smile when they think of you. See a complete sample newsletter (including size, page count, color) and listen to Gary describe the content. Most importantly, find out why he does not mention real estate in the newsletter, yet it generates referrals. Gary Raze is with Re/Max in Eugene, Oregon. He sold 69 homes worth 17 million in one year as a solo agent. Read More

Gary Raze talks about his "Birthday Touch" program to his friends, family, past clients, and their kids. Referrals account for the majority of his business. Gary spends a lot of time and effort to make sure his people know he cares about them with personalized birthday cards and videos. Learn how he gets all the birth dates, organizes the effort, kepts cost down, and value high. Discover why most birthday card programs fail and how easy it is to succeed with the right approach. See multiple samples of cards and videos. Plus learn the power of sending cards to the kids with a special gift. Gary Raze is with Re/Max in Eugene, Oregon. He sold 69 homes worth 17 million in one year as a solo agent. Read More

Lars Hedenborg talks about how to receive referrals from your current clients. Last year, Lars earned 1.3 million in GCI just by referrals. The Promise referral program is a simple way to make referral requests part of your transaction process. It starts with a script and a pledge to provide "Ritz Carlton" service to your client ... and if you do ... your client promises to send you a referral ... during the transaction. Then a simple series of 5 referral reminders are baked into your transaction system. Lars shows us his script, call outline, pledge document, and even role plays with me. Lars Hedenborg is with Keller Williams in Charlotte, North Carolina. He sold 453 homes worth 117 million in one year. Read More

Josh Barker talks about building a list of people who send you at least one closed referral per year (often more). Last year, Josh's list of 100 sent him 100 closed referrals. Find out who goes on the list and the exact annual marketing plan Josh uses. See a sample postcard, learn his referral script, and listen to a role play. BTW, you can start with a smaller list (Top 10, Top 25, Top 50) to get rolling. Josh Barker is with Re/Max in Redding, California. He sold 700 homes worth 200 million in one year. Read More

Judy Jackson talks about how to host and promote a "Love You A Latte" client event. At Judy's first event it was small, had 25 attendees, resulted in 3 new clients, and cost $100. At the biggest event, 125 people attended, they received 27 referrals that day, and it cost about $500. Judy describes how to host the event, how to get people there, and how to ask for referrals (without asking directly). See lots of samples including: invitations by social media post (Instagram and Facebook), email, and text message. Plus see a video of the event, lots of pictures, and the registration card. Also how to get your vendors to donate gift baskets to give away with a door prize drawing and use it to get more registrations. Excellent way to reconnect with your peeps, get referrals, and do it all on a shoestring budget. Judy Jackson is a listing partner with the Toril Sells Houses Team in Sumner, Washington. She sold 49 homes worth 16 million in one year. Read More

Tony Baroni talks about his Top 25 Referral Program that generates 24+ closings per year. Tony describes how to find your best referral sources, stimulate more referrals, and reward them for taking action (sending you more referrals). He outlines his simple annual marketing plan including a fun party that typically results in 5-7 immediate referrals and his #1 Referrer Award. Tony role plays his "low key, zero pressure" referral script. In the last 10 years, Tony has received over 200 closings from his Top 25 List. One lady has referred 33 closings to date. Tony Baroni is with Keller Williams Realty in Brandon, Florida. He sold 231 homes worth 56 million in one year. Read More

Char MacCallum talks about sending postcards (and emails) to her sphere of influence (friends, family, and past clients) and getting tons of referrals (70% of her business). What does she send? Offers for FREE stuff from vendors (local businesses) like restaurants, carpet cleans, and chiropractors. Hear (and see) the script she uses to convince vendors to participate. Plus see 3 sample postcards you can model. Char MacCallum is with Char MacCallum Real Estate Group in Olathe, Kansas. She sold 210 homes worth 35 million in one year. Read More

Lisa Hudson talks about hosting a Pie Day Giveaway (typically during Thanksgiving week) that gets dozens of referrals from your friends, family, and past clients. This is a low cost way to get in front of your sphere of influence and build the relationship.  Lisa goes into all the details including a complete preparation and marketing schedule.  She shows sample marketing including 5 Facebook posts and a text message reminder.  Lisa Hudson is a listing partner with the Toril Sells Houses Team in Sumner, Washington. She sold 62 homes worth 21 million in one year. Read More

Joy Russell talks about her referral script that results in 1-2 referrals per day from her friends, family, and past clients. Joy gets 80% of her business by repeat & referral. Listen to her script as she role plays with me. It is very friendly and effective. She talks about FOR (family, occupation, recreation). Then asks for a referral. Learn why she makes "referrals" a game worth playing for herself ... and her referral partners. If you are looking for a productive script and approach to referrals, this is one of the best. Joy Russell is with Keller Williams in Prairieville, Louisiana. She sold 96 homes worth 17 million in one year ... as a solo agent. Read More

Steve Cohen talks about getting repeat and referrals by mailing out "personalized" greeting cards to friends, family, and past clients thru a service for less than $1 each (full service). Steve sends cards for birthdays, home purchase anniversaries, wedding anniversaries, and referral appreciation. Find out how to gather the dates and info about your clients. Discover the name of the service that does everything (design, print, customization (with client name and message from Steve), stuff, address, stamp, and mail card). They can even include gift cards. Plus see samples. 85% of Steve's business is repeat and referral. This stuff works. Steve Cohen is with Coldwell Banker in Arlington Heights, Illinois. He sold 106 homes worth 26 million in one year. Read More

Steve Cohen talks about giving hand painted Christmas ornaments to his past clients every year and receiving 7 to 8 referrals immediately at the door ... then more referrals throughout the year. This program is inexpensive, yet customized with your client's name. He even has a picture of THE house his client purchased with him painted on the ball the first year. Clients love the gift, keep it, show it to friends every year, and send lots and lots of referrals. It works so well, he has been handing out customized ornaments for 25 years. Find out exactly how he makes this program work including the artist he hires to individually paint each ornament for cheaper than you think. Steve Cohen is with Coldwell Banker in Arlington Heights, Illinois. He sold 106 homes worth 26 million in one year. Read More

Shane White talks about 8 contests and 2 events he runs each year on a shoestring budget that result in tons of referrals and 55% of his business. Most contests are run for only $100 to $200 each. This gives you a much better reason to contact your friends, family, and past clients. Instead of calling and begging for a referral, you invite them to an event or offer a chance to win a gift card, sports ticket, or prize. People love it, get involved, and send referrals. See sample invitations, marketing pieces, and promotions. Shane White is with Re/Max in Liberty Hills, Texas. He sold 212 homes worth 36 million in one year. Read More

Melinda Estridge generated 60% of her business (42 million in sales) last year from repeats and referrals from her database of friends, family, past clients, and sphere of influence. Your database is your most valuable asset ... for generating business today ... and for selling your practice later ... but only if you maintain it. Melinda opens her computer and shows us her database. Discover what information she collects, why she tracks business source, how she treats raving fans, and why birthdays, anniversaries, kids, and pets are so important to document. Plus see how she gets her clients to give her all their important info with her Favorite Things List. Melinda is with Long & Foster Real Estate in Bethesda, Maryland. She sold 120 homes worth 70 million dollars in one year. Read More

Melinda Estridge generated 30% of her business (21 million in sales) last year from past clients, sphere of influence, and referrals. She talks about her annual Past Client Parties that result in dozens of referrals each year. Melinda gives dozens of ideas for different party themes she had used over the last 25 years. She sample invitations, live party videos, and a sample party prep checklist. Plus Melinda describes how she shares the cost with her contractors and vendors who co-sponsor the events. Melinda is with Long & Foster Real Estate in Bethesda, Maryland. She sold 120 homes worth 70 million dollars in one year. Read More

Jeff Cohn talks about scripts for calling your past clients and sphere of influnce, calling 3 times as many people in same time using Mojo Dialer, and earning upwards of $750 per hour with these scripts. Jeff role plays with Mike. See the script on screen while you listen to voice tone, inflection, and delivery. Scripts for general call and county assessor tax valuation dispute. Bonus script for calling past clients that you have not called in a long time (read: neglected) but want to start up the relationship again. Also, script for inviting neighbors to open house. In addition, see a script your assistant can use to call for you. Jeff Cohn is with Omaha's Elite Real Estate Group in Omaha, Nebraska. He sold 700 homes worth 140 million in one year. Read More

Patrick Tutle talks about working with affinity groups (people with whom you share a common interest) and receiving referrals without asking. This is great for shy or introverted agents. Patrick reveals how he received 15 transactions last year from one affinity group, 4 from another, and 4 from another after that. The idea is to give to your community through service ... and receive referrals from people who learn about your business and trust you because of your good deeds. You'll see example groups and learn what to do (and what not to do). You also see a sample of Patrick's video email market update he emails out. Plus you'll learn how to get a template of his online Seller Questionnaire that he uses to collect initial seller information online before he meets for a listing appointment. Patrick Tuttle is with Re/Max in El Paso, Texas.  He sold 80 homes worth 15 million in one year and manages 310 rental units. Read More

Erik Hatch talks about his MOST productive client event ... Date Night.  Erik generates half his business from repeat & referrals from past clients & sphere of influence ... and most of that from events.  The cost is only $12 per family.  Learn how to get sponsors to cover the cost.  Listen to Erik's simple invitation script.  Discover how he schedules waves of people who all show up at his office for the event to catch up and talk real estate. Erik Hatch is with Hatch Realty in Fargo, North Dakota.  He sold 652 homes worth 150 million in one year. Read More

John Jones talks about HOW he generates massive repeat and referrals from his past clients and sphere of influence.  He goes deep into his client parties and shows many sample postcards and invitations. This is the 2nd session with John (referral to 1st session titled: "How To Sell 191 Homes Per Year By Hosting Client Parties").  John is with John Jones Real Estate in Murfreesboro, Tennessee. He sold 362 homes worth 72 million in one year.

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