This One Relationship Shift is Top Agent’s Best-Kept Secret

Hey guys, one of the things I always tell people when they’re starting out in the business is to watch what top professionals are doing and model other people’s success. When you do that, you unlock a bunch of “secrets.”

I’m going to share one secret right now that you may not have noticed, but once I say it, you’re going to dial in and think, “Ah, I have noticed that.” It’s one of those Captain Obvious things when you really look at it.

People who are doing a lot of real estate sales—$20, $30, $40, $50 million in production—often talk about new sales, listings, and closings by saying things like, “I just sold my friend a house. I just sold my buddy a house. I just helped my friends buy a duplex.”

Everyone they talk about is their friend.

Then you reflect on your own business and ask, “Why am I not selling as much real estate as they are?” They put their pants on one leg at a time just like me. They’re not working ten times harder than me.

The reason is simple: they have more friends. Friends do business with friends, and friends refer friends.

What they’re doing correctly is treating their entire SOI as a database of friendships—of relationships.

So how do you do this? I’m going to give you a really good tip. This is something many top producers do automatically or intuitively, but the rest of us may need to think it through.

Here’s what we’re going to do.

We’re going to call or text everyone in our database and say, “Hey, I’m setting my goals for the next 12 months and I’m looking for some inspiration. You’re such a smart, successful person—I’d love to hear what your goals are for the next year. What’s your next big goal?”

Whatever they say, you record it in your CRM:

“I want to open a bakery.”
“I want to go to Hawaii.”
“I want to go back to school.”

Whatever it is—great. Record it.

Now you give back to that relationship by watching for opportunities to add value.

For example, they say they want to open a bakery. You hear a podcast where someone mentions a bakery—bam, you send it to them.

You see an article about going to Hawaii—bam, you send it to them.

You see something about going back to college later in life or starting a second career—bam, you send that to them.

What are you doing? You’re treating these people like friends. Nothing related to real estate—just friends helping friends.

What happens next is you stay top of mind because you have a real friendship with these people. And of course, they’re much more likely to send you real estate referrals. That’s exactly what happens.

So set this as a goal: contact everyone, find out their aspirational goals for the new year, record them, and add value back to the relationship.

Watch what happens when you lead with other people’s needs. When you become the go-giver, your business will skyrocket.

Guys, if you want more ideas like this, check out Path Performance Coaching here.

It’s only $1 for your first month, and we give you hundreds of lead generation strategies like this every single day.

Go check it out. I’d love to see you over there. Have a great day, and good selling.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

Visit https://www.erealestatecoach2.com/explorecoaching to learn more.