GETTING REFERRALS

The Secret Psychology of Why People Refer Real

Estate Agents….andHow To Be The ONLY One They

Refer

H o w D o R e f e r r a l s Happen?

A l l R e f e r r a l s A r e a R e s u l t o f C o n v e r s a ti o n

1. Notice

2. Think

3. Introduce

3 Ty p e s o f REFERRALS

1. Passive

2. Reactive

3. Orchestrated

M i st a ke #1

Confusing a mailing list with relationship

M i st a ke #2

Underestimating the of a small group

of relationships

How Much Would a 20% Annual Yield

From Your Relationship Portfolio

Be Worth to YOU?

100 x 20% = 20 referrals = $100,000150 x 20% = 30 referrals =

$150,000

50 x 20% = 10 referrals = $50,000

What’s YOUR Number?

x 20% = referrals =

$

How Many Referrals Did You Get in This Year?

Google: Gamal Aziz Good To Grand

I am losing $

M i st a ke #3

Confusing being NICE to people with an

Orchestrated Referral Process

M i st a ke #4

Asking for “Referrals” instead of specific help

The M e c h a n i c s o f o r c h e s t r a ti n g r e f e r r a l s …

1. They have to NOTICE

2. They have to THINK of you

3. They have to INTRODUCE you

The P o w e r O f S u g g e s ti o n …

First Time Buyers

Move Up Buyers

Moving out of town

Fix and Flip Investors

Vaca=on Homes

Ge@ng Married

Moving to the country

Ge@ng transferred

Building a home

Downsizing

High Probability Conversations…

Good to knowWhen In RomeWealthy Romans, both men and women, would have all their body hair removed by plucking.

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book Peter Pan were bequeathed to the Great Ormond Street Hospital for sick children inLondon.FashionThSenesephrase “on cloud nine” originally referredMore than one hundred years ago, the felt hatmakers otf oEntghlanedcuusedmmuerlcournyitmo stbabuilsizecloud which is thewool, withtamlalneysetveontfuaallyl lbetchomeintgyppoieso

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did not give a part of his soul. This belief has never been officially changed.

Ever wondered?On Cloud NineThe phrase “on cloud nine” originally referred to the cumulonimbus cloud which is the tallest of all the types of clouds and was originally number nine on the list developed at the 1896 International Meteorological Conference. However, the order of cloudgenera was later changed and cumulonimbus is now listed at number 10.

CornucopiaEarly Catholic doctrine declared that women did not have souls. Adam gave a rib to create Eve, it was claimed, but did not give a part of his soul. This belief has never been officially changed.

Vocation VocabularyA speleologist studies caves.

Ladies FirstThe first licensed female pilot was Baroness Raymonde de la Roche of France, who learned to fly in 1909 and received ticket no. 36 on March 8, 1910.

News WorthyPresident Lincoln’s advisor during the Civil War, Frederick Douglas, was born a slave.

Insect AsideFor every person on earth, there are 200 million insects.

Being FirstThe first recorded climb of Mount Everest was by Sir Edmund Hillary in 1953.

The Words of the LordThe first translation of the English Bible was initiated by John Wycliffe and completed by John Purvey in 1388.

The Early YearsUnlike adults, children can breathe and swallow at the same time until they are seven months old.

THE WORLD S

MOST INTERESTING POSTCARD(*)

* According to Unofficial Rankings Issue No. 40

‘

Good to knowWhen In RomeWealthy Romans, both men and women, would have all their body hair removed by plucking.

Tinseltown MenagerieThe highest paid animal actors are bears, which can earn $20,000 a day.

Dream A Little Dream Nineteen percent of people who snore are so loud that they can be heard through a closed door.

Spam or HamIn 1994, Chicago artist Dwight Kalb sent talk show host David Letterman a statue of Madonna

On Cloud Nine

THE WORLD S

MOST INTERESTING POSTCARD

Issue No. 40

‘

(*)

Tax Time Helps First Time Buyers

Just a quick note in case you hear someone

talking about buying their first home.

With tax season right around the corner many people getting refunds plan to use that money to help with their d own payment and moving.

When you hear someone talking about buying a

""' hC$1e this spring, give me a call (or text me) at 703-906-7429 because I've got a free home loan report that shows the loan programs with the lowest interest rates and down payments from around the country this weekAudrey Shay

PS - You'll be amazed at how much picking the wrong mortgage could cost in extra interest payments.

'Do you krww someone lookingfor a super clean 2 bedroomhome in The Westerlies? I have

just listed a renovated unit with aunique.fireplace! '

Audrey ShayREALTOR®

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011*023""""""""""'""""".,..*MIXED AAOC 33520101029-F S-1-82...a8

JENNIFER MILLER 10510 PORTAL X\NGBRADENTON FL 34211-1234

Tax Time HelpsFirst Time Buyers

Just a qu ick note in case you hear someone talking about buying their first home.

With tax season right around the corner many people getting refunds plan to use th at money to help with their down payment and moving.

When you hear someone talking about buying a h 11e this spring, give me a call (or text me) a t 703-906-7429 because I've got a free home loan report that shows the loan programs w ith the lowest interest rates and down payments from around the country this week.

.

.

Audrey ShayPS - You'll be amazed at how much picking the wrong mortgage could cost in extra interest

a ments.

Dof o ho

just

,,,0120'\

J

''

I'm looking for a 3 bedroom house with a pool for a couple

from Atlanta, call me if you know anyone who has one.

.......

.

The Spring Market isRight On Schedule

Just a quick note in case you hear someone talkin about selling their house this spring.

In just a few weeks the spring market is going to be in full swing - and people are starting to talk abou getting their house ready for market.

.......

.

When you hear someone talking about selling their house this spring - give me a call at 941-723-2400 and I'll get you a copy of my new "How To Make Your House Show Like a Model Home In One Weekend - For Less Than $200" report for homesellers to give them.

4 Referral Tr iggers on Every Postcard

It's packed with tips to sell for Top

Dollar. Dean Jackson