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Host: Courtney Parham 
Trainer 
Referral Madness: How to Make 
Past Clients Win You New Clients
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
Meet Our Featured 
Expert 
Matt Holder 
Trulia 
Director of Product
Referrals: Why You Should Care
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
The Referral Madness Cycle 
Awareness 
Research 
Selection 
Recommend
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
Awareness alone doesn’t win… 
Awareness 
+ 
Research 
= 
New Clients
What does your online profile say 
about you?
Making the most of Trulia’s Ratings + Reviews
When you “pass” the research phase… 
66% of buyers + sellers select the first agent they interview
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
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
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
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
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!
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
Thank you for joining us! 
Host: Courtney Parham 
Trainer 
Matt Holder 
Trulia 
Director of Product

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Referral Madness with Matt Holder

  • 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
  • 3. Meet Our Featured Expert Matt Holder Trulia Director of Product
  • 4. Referrals: Why You Should Care
  • 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
  • 6. The Referral Madness Cycle Awareness Research Selection Recommend
  • 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
  • 8. Awareness alone doesn’t win… Awareness + Research = New Clients
  • 9. What does your online profile say about you?
  • 10. Making the most of Trulia’s Ratings + Reviews
  • 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

Hinweis der Redaktion

  1. Jenn