Referrals Without Asking with Stacey Brown Randall

04/09/20 • 48 min

Referrals without asking. That is exactly what author and coach Stacey Brown Randall teaches her followers and clients how to do. With real estate agents facing what may be the largest challenge of their career, Stacey’s advice on how to fill your pipeline in a comfortable and genuine way is needed now more than ever.

Stacey defines referrals in two parts. The first is that when someone personally recommends you and trust in you is transferred from the referral source to the referral. The second part is that the person being referred has an actual need that your business can fulfill.

Stacey shared that within all of the different types of business inflow, none are wrong, but some are more valuable than others. Referrals, as defined above, are the most valuable form of business in flow into your business.

This then begs the question of how do you go about getting more referrals? Stacey outlines a 5-step process for doing this:

Go back 2-3 years, if possible, and look at your sources of business. Identify who those sources of business actually are.
Every time you get a referral, send them a handwritten thank you card.
Give those people real value roughly six times per year... not value for you disguised as value for them.
Language differently what they mean to you. They are not a means to your end.
Systematize staying in contact with them while remaining genuine.

Towards the end of the episode, Stacey shares that right now, she recommends that agents go to step one to start to identify who these people are. Then, start reaching out to them asking how you can help them with some idea in advance of how you might help them.

At this time, people need leadership more than ever. The reality is that real estate agents know their customers on a more intimate level than most all other professions. You know where they live, where they work, everything about their home, roughly how much money they make, how many kids they have, what are their short, mid, and long term goals, what networks they’re a part of or would like to be a part of. Attimes like these you can use this information in order to provide real value to them to help them in whatever way they might be needing help.

To help all agents get a better understanding of where they’re at along the getting referrals without asking continuum, Stacey has put together a simple quiz at: https://referralquiz.com.

You can also find her book: Generating Referrals Without Asking on all of the major publishing platforms.

This then begs the question of how do you go about getting more referrals? Stacey outlines a 5-step process for doing this:

Go back 2-3 years, if possible, and look at your sources of business. Identify who those sources of business actually are.
Every time you get a referral, send them a handwritten thank you card.
Give those people real value roughly six times per year... not value for you disguised as value for them.
Language differently what they mean to you. They are not a means to your end.
Systematize staying in contact with them while remaining genuine.

To help all agents get a better understanding of where they’re at along the getting referrals without asking continuum, Stacey has put together a simple quiz at: https://referralquiz.com.

You can also find her book: Generating Referrals Without Asking on all of the major publishing platforms.

Previous Episode

Real Estate Work Life Balance with Ben Andrews

Right now the world is being forced to slow down and stay home. Most activities that used to occupy our time have been canceled. Most of our business activities have had to adapt and change to this new reality. In addition to the inconveniences of this new reality, we are also finding some silver linings. We are finding more time to be with those we love. We’re finding more time to do activities together for which before we’d all been too busy.

The same is true in our businesses. We now have the time and added need to reach out and connect with people to genuinely see if they are okay, if they need anything, and what it is that we can do to help me.

The questions that Ben and I answer are: What is happening in our lives, in our homes, in our businesses, and in our communities that we love because of all of these new changes? What can we do now to start to re-engineer our lives so that once this is behind us, we keep the good changes that we’ve made?

Next Episode

Real Estate Agent and Homeschool Mom with Marie Boatsman

In 2019, not including some builder business with which she has some additional help, Marie sold 51 homes in 2019 and has a lot of business in the pipeline and still moving forward.

Now, enter COVID-19 and in addition to her already heavy demands she is also a homeschool teacher of three young boys.

The big question I posed to Marie is, “How are you managing?”

Schedule- I used to be up at 4:30 to be at Orange Theory Fitness by 5 am. Now I’m up to get in 2-3 hours of work before everyone wakes up. Then I have breakfast with the family. My workout has shifted to the evening hours.

Mindset- I find myself at times feeling guilty about all of the things I’d like to be improving upon during this special time and I’m not finding that I actually have extra time. From this, I have to find mentors that help me to fix my mindset and stay positive. For Marie, this is Rachael and Dave Hollis.

Health- I go crazy if I don’t workout and so again, I’ve shifted my workouts to the evening.

Homeschool teacher- My oldest two have curriculum from school but I’m finding my oldest gets his done earlier. Both he and I need him to be busy for longer than a couple of hours and so I’ve asked his teacher for more work for him. My second oldest has to be supervised more because he loses focus quickly. My three year-old, on the other hand, is very active and I’ve got to keep my eme on him.

Business- Things have slowed a little bit, but not enough to really feel it. I’m taking additional precautions for my clients and have found that my sphere really appreciates pop-bys in the form of things for their kids during this time.

Marriage and relationships- I don’t see my husband a lot right now because it’s tax season. Now that this has been extended, it’s as if more miles were just added to the end of our marathon. I’m having to be intentional to spend time with him. Additionally, I’m having to be intentional with my kids that I’m not just their teacher but that I also have good experiences with them.

From all of these categories we recognize the need for intentionality, the need for self-awareness when we really are doing all that we can do and to not let guilt step in and rob us of our limited resource of time and energy.