In the last three weeks, we’ve covered everything from sticky notes to Instagram Live videos, all in the name of helping you attract more listings!
This week, we conclude this four-part series with four more strategies to put you in front of sellers.
If you’ve missed any of the previous three, get caught up and then read this one:
Part 1 Part 2 Part 3

Listing Attraction System 13: Agent-to-Agent Referrals

Everyone loves referrals from other agents.
But for many agents, getting a referral from an out-of-town agent is more a matter of coincidence than the result of any concerted effort.
It doesn’t have to be that way. We have agents in our ecosystem who have mastered agent-to-agent referrals as a fully sustainable method of generating business. (And now the introduction of The Smartest Referral Network within illūm makes it easier than ever… but that’s another story for another day.)
The key is being intentional about it, not simply waiting for a lead to fall in your lap.

If you’re in the U.S., start by visiting census.gov, where you can access information about where people from your area move to, as well as which cities feed relo business to your town.
Then figure out who you know in those markets and/or connect with agents in those markets and maintain contact through a specialized “referral agent” bucket in your CRM.
Ask yourself how you can deliver value to that group in order to build stronger relationships and maintain top-of-mind awareness. One idea Chris Heller recently shared with me was sending a “Top 10 takeaways” note to all his referral contacts anytime he attended an educational real estate event.

Tom Ferry - OnDemand Summit 2021