Make good money now… and set yourself up to make great money later.
Fast Value: You don’t need to be in the business for 20 years to build a book of repeat and referral business. Following a proven process… you can do it in 3-5 years. But… it will take work.
The most successful agents in any room get most of their business from the same place.
Repeat and referral business.
When I very first started in the business I asked all the “top producers” in my office one simple question.
Their answer completely shifted how I was going to grow my business.
“Repeat and referrals”
This is what every single one of them said.
They do a few events a year, send a few mailers, pick up the phone every once and a while… and make multiple six-figures?
Yes. That is exactly what most successful real estate agents do.
But I wasn’t going to wait 20 years to have that type of business. I’m impatient. I wanted it now.
So, my goal was to create a Repeat and Referral business as fast as possible.
This led to me selling over $50m in real estate over my first 2 years in the business…
… now, it is the blueprint of how I run my team. To create a clear path to success for agents who are willing to
1) Follow our proven process
2) Put in the work
You can follow this process too.
I put together an entire training on this and wanted to share it with you. It’s way too long for an email, but I’ll give you the highlights.
Your Sales Funnel & the Two Buckets
The classic sales funnel has the “top of funnel”, “middle of funnel” and “bottom of funnel”. This is accurate and I talk about it all the time.
The problem is that most people don’t illustrate it or picture it the way it actually is.
See, the truth is, about 3% of people are actually considering moving.
Another 6% of people are kind of thinking about it.
Which leaves 91% of people who aren’t moving this year.
So our funnel should look like:
91% Top of Funnel
6% Middle of Funnel
3% Bottom of Funnel.
How about an example…
Let’s say you wanted to sell 12 homes this year (the 3% that actually move). You would need to have AT LEAST 400 people in your database.
But that’s if you sold everyone that was actually going to move. Which we know isn’t going to happen.
This brings me to my second point of the training, the more important part.
The Two Buckets
Instead of thinking of your database as a funnel, think of it as two buckets.
The first bucket is your leads.
The second bucket is your clients.
What’s the difference? Good question. I define clients as someone who has 1) signed a contract or 2) You’re 95% sure they’re working with you forever
The goal is to move leads from your LEADS bucket into your CLIENT bucket.
We do this by following a few principles…
1) Our Sales Process
2) Add true value upfront
3) Follow up forever
Over time, you’ll create a true database that is worth GOLD!
This is exactly why I’ve been able to make $100k++ every single year from repeat and referral business. Even though I only sold for 2 years and haven’t made a single phone call to clients since 2022.
The entire training is available for you in our community and on YouTube. Check it out and let me know what you think.