In our first episode, we’re joined by Jason Shinpaugh, whose top-producing team of 15 agents generates 60 percent to 70 percent of their business by referral.
In this live video replay Jason shared his scripts, phrasing and mindset for calling his sphere to generate referrals, including live role-play of two types of referral generation calls to past clients.
“I didn’t call them nearly enough,” Shinpaugh said. “That is the greatest mistake I made in my entire professional career — not keeping in touch and not staying in contact with my past clients and sphere of influence. It’s a travesty.”
Jason started by sharing his serving-first approach to generating referrals and repeat business from his sphere. This mindset has been one of the keys to his team’s success, and you can see it demonstrated in the live role-play, where Jason showed genuine interest and looked for ways to add value.
In the role-play breakdowns, Jason shared how he teaches his team to focus on the 65 percent of people who would refer them again if they stay in touch, as well as the 15 percent who will refer them business and actually consider them their real estate guy.
He also explained how to call through your personal sphere using a simple method — go through your database alphabetically by last name, a new letter every week. That means you’ll call your entire database about twice a year.
He also shared how he trains each of his agents to keep in touch with their personal sphere and teach people to refer business to them as well as how their team uses thank you cards and other gifts to keep in touch with past clients and sphere.
Click here to download your free PDF of Jason’s natural scripts and phrasing.
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Hosted by Aaron Wittenstein and Matt Johnson, and presented by Real Estate Uncensored, click here to subscribe on iTunes.
Matt Johnson is a marketing consultant and co-host of real estate podcasts and live video series such as Real Estate Uncensored and Lead Gen TV.