Do You Want Everyone You Know to Refer You?

Video Transcription

Anthony Lamacchia: Hey, everybody, do you want to get people in your sphere of influence, people you know, your past clients, your current clients, your friends, your family, your veterinarian, everybody you know, referring you business? Well, if you want to do that, it can be done. You just have to take consistent steps every day to make that happen. It’s not just going to come to you, okay.

That’s one in 1,000 realtors where it just comes to them. Even them, I don’t believe it just comes to them, because there’s no such thing as luck. We did our course in July, Working by Referral. When I was in San Francisco a few weeks ago, I was with a dear friend of mine, Veronica Figueroa. We were talking about the value of having meaningful conversations. Now, here’s what’s interesting.

This morning, because yesterday we had a big company event, this morning I posted on our Facebook, on our private company group, so I can’t show this to everybody. “I’m hearing at least two by referral course success stories every single day, with that said, can we list them out here? Let’s hear them.” I’m just going to read off a couple. Then, I’m going to tell you the homework that they’re doing.

I’m going to read you some success and then I’m going to go through with various homework assignments that they had as part of this course.

Let’s go through. Laura said, “The flyers work. Get your faces out there, you never know who needs your help.” I said to her, “Aren’t you the flyer lady?” She went to a local town bar after putting out flyers and the bartender says, “Aren’t you the flyer lady?” She got a listing.

It says right here, three days after she got a listing, and that she’s hoping to get an offer in on it today. Debbie connected with an old friend who’s looking to buy. A.J., great realtor here, another one, “I reached out to sphere and just passed on the fence, got three listing appointments.” I don’t know what “just passed” means, but I think he meant to say sphere and past clients.

He got three listing appointments. One comes on the next week, another one the week after. It sounds like he got three listings, not just appointments, that’s fantastic. Janna, “New listing from doing a pop by.” I guess I just gave away some of the homework. “Two new buyers from reaching out to her sphere.” Anastas, “I’ve reconnected with at least three people from school. Sounds like someone’s looking to buy a home.”

Don is signing up a seller who received a handwritten note. Dave got a referral from an old client that he sent a card to. Chris got, let’s see here, a neighbor who reached out from one of his flyers. Folks, they’re not doing anything that you can’t do. Nothing. We’re not rocket scientists here at Lamacchia Realty. None of these agents are rocket scientists, no offense for those of you on there. I love you all, you’re very smart, but you’re not rocket scientists. You’re not neurosurgeons.

What you’re doing is you’re doing basic principles to get yourself in contact with people. What are they doing? Let’s talk about that. I’m going to stand up because I can only sit down for so long. Their homework assignment through August, because every week we did the course, then we said, “Okay, we did classes. We’re taking August off.” Not from training as a whole, but for this course.

Then we’re doing another day in the beginning of September. The homework every week is 10 contacts added to their database every single week. That’s number one for homework. Number two, 10 meaningful conversations every single week with a friend, a relative, a past client, someone like that. Number three, write 25 handwritten notes over the course of five weeks. Folks, could I have gone easier on them?

I said, “Five handwritten notes a week.” I’m getting soft here. Pop by and visit three people a week for a total of 15 pop-bys over the course of five weeks. Facebook message, now this is different. So far, those of you that are watching, listening to this going, “I know this. I know this from Buffini.” He doesn’t talk about Facebook Messenger and if he does, it’s new. I haven’t heard it.

We’re telling people to reach out to 40 people total on Facebook Messenger. That’s eight a week over the five weeks. Random messages. You see something on Facebook someone posts, you think it’s cool, send them a quick direct message. Send that quick direct message to a past client, a friend, your kid’s parent– [chuckles] Kid’s parents, that makes sense. Your kid’s friend’s parents, whoever. Reach out to them. Utilize Facebook Messenger.

This is the one I love, this is the one I used. As a kid I put more flyers in more doors than any 12, 13, 14-year-old in the country because my dad used to drop me off at Newton with a backpack of flyers. I went around and put them in people’s doors. We started putting flyers out here at Lamacchia Realty. I’m not going to get into what they say. Some of the agents will get mad, but it’s something along the lines of, “I’m your neighbor.”

25 flyers a week in their neighborhood, some of them should repeat. That’s the homework. It sounds like a lot, right? Is it really a lot? Adding people to your database, meaningful conversations, some handwritten notes, popping by to see people, Facebook messages and flyers. None of that really sounds like it’s anything that crazy, folks. I think I’m getting soft, maybe I should increase it. What do you all think? Put some of this in play today and watch your business grow. Have a great day, everyone.

[00:05:14] [END OF AUDIO]