Trulia Director of Product Matt Holder will share his expertise on what consumers are searching for online to find the perfect agent. Watch the recorded webinar at http://bit.ly/10WvU4N
1. Host: Courtney Parham
Trainer
Referral Madness: How to Make
Past Clients Win You New Clients
2. The Plan for Today…
• Know your network/sphere of influence
• Craft your recommendation/referral strategy
• Key “top of mind” action plan
• Leverage power of reviews/ratings on Trulia
profile
5. Agents making +$100k got 29% of
their business through referrals
from past clients…
84%
80%
Of consumers trust
recommendations from
friends above ALL other
39%
forms of advertising… Of buyers say they
would recommend
their agent (84% of
sellers say the same)
Found their
agent via
referral
7. Creating true advocates for
your business…
Segment your network:
Focus most of your efforts on building relationships with past clients
who are raving fans.
The best advocates are:
1. People you develop an ongoing relationship with
2. Those whose agenda align with yours
3. People who can introduce you to potential clients in your core
demographic
Make the most of your time:
Don’t spend time on the 80% of your sphere that drives 20% of your
business
11. When you “pass” the research phase…
66% of buyers + sellers select the first agent they interview
12. How do I get the ball rolling?
The referral madness cycle can be kicked off by any source of business:
Past Clients
Select Vendors
Leads
13. Your Strategy… 4 Keys to Success
1. Always be asking!
2. Take the time to teach…
3. Reminding makes for more
4. Make it really really ridiculously easy
14. Getting Down to the Basics…
• Send a monthly market
report
• Share home valuations
• Create targeted drip
campaigns using your
Market Leader tools for top
contact segments
15. At the end of the day it’s about
relationships…
• Give advocates special access
• Leverage your personal social media channels
• Consider setting a lunch or coffee date
• Send flowers/gifts on home anniversaries
16. Use It Now
• Ask for a referral or review from one of your advocates
• Improve your online profiles by adding reviews
• Setup your FREE Trulia agent profile
• Get more information about Trulia Ads
Fill out the survey, and don’t forget to
register for next week’s Power Hour!
17. Want More?
• Fill out post-class survey to receive
class notes!
• Visit Learn.MarketLeader.com:
• Power Hour Recordings &
Handouts
• Short Tutorials
• Customer Support: 1-877-450-0088
18. Thank you for joining us!
Host: Courtney Parham
Trainer
Matt Holder
Trulia
Director of Product