Real estate agents and brokers... if you could choose where your next listing would come from, wouldn't you always answer, "a repeat or referral client"?  Of course, you would.  Why?

• They're easier to work with, they already trust you, you're probably not going to compete for their business and they are less likely to throw objections at you! Also, they don't ask you to cut your commission or shoot them a kickback.

Welcome back to America's #1 Daily Podcast, featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? https://whylibertas.com/harris or text Tim directly 512-758-0206

IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://members.timandjulieharris.com

Today, we discuss how to create a steady flow of leads from this critical source of business?

Many surveys have shown that when someone is making a decision about who they will hire to provide a service, they first ask: Whom do I already know?  (87% of the time), if they don't know anyone, they then ask a trusted friend or advisor who THEY know (6% of the time), and only after those two questions are exhausted do they turn to an advertisement or marketing piece.  

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Your job is to be the answer 93% of the time so you don't have to waste money trying to be the answer 6% of the time!

This means perfecting three things immediately:

1.  Have an organized database with names, numbers, email addresses, LinkedIn, Facebook, Instagram and other support information on each person.  You don't need a fancy CRM, use KV Core for example.  CALL each person to update the rest of their profile.  It's a great excuse to make that first (or next) contact! Use your F-O-R-D conversation outline to make these calls fruitful.  (Family/Occupation/Recreation/Dreams)

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2.  Speak with all of your contacts regularly.  That means face-to-face, voice-to-voice, 'real' contacts.  A contact is a conversation with a decision-making adult about real estate.  Refer to our coaching and podcasts about the 'FORD' script.  For example, if you have 200 people in your database and you speak with 10 per day on work days, you can actually speak to 100% of your list every single month. What would THAT do to your repeat and referral business?  If 10 is too many, even making 5 contacts per day will have you speaking with 100% of your list every sixty days.

3.  EXPAND your Center of Influence systematically.  10% of the number of people in your database will do business with you or refer business to you every year, assuming you communicate with them.  If your database is 100 people strong, you'll have 10 transactions yearly from them.  200 equals 20 transactions, and so forth.  

Remember that in order for this to be a predictable, duplicatable source of business, you must make MORE contact, more frequently to achieve that flow of leads.  Refer to our 12-Month Center of Influence Plan in Premier Coaching to further systematize.