During the HyperFast “Hangover” Event, host Keri Shull speaks with coach Randy Byrd about how to build your business by caring for your clients. This episode provides amazing tips for building referrals and managing relationships with your growing sphere.
Episode Highlights:
- Randy Byrd has been a broker for 18 years. He is passionate about helping people through this process. He loved real estate from day one.
- At the beginning of his real estate career, Randy was scared. He had to do the tough work and was determined not to fail.
- Randy emulated successful people.
- Watch your numbers and know them very well.
- Dominate a niche.
- Evangelize your clients. Build raving fans that will defend you through developing relationships.
- Consider business intelligence.
- When you're making client calls, remember that you've been through a big process with them.
- When you call, lead by telling them you want to have a business conversation but want to check in first.
- Follow the process of caring about clients in conversations before addressing your own needs.
- You can be proactive about checking in with clients and asking how you can best serve them.
- Structure your day so you have time to lean into the moments that people have.
- Trust will create predictability in your business.
- You build trust through service and responsiveness.
- If you have powerful language that builds the expectation of referrals, you can expand the sphere you serve.
- Keri describes how one of her coaching clients went deep into relationships during COVID.
- Find a gifting system that works for you.
- A mix of client events can keep referrals consistent.
- Referrals go up during a crisis because people want to take care of their loved ones and friends.
- Ask if you provide a Level 10 followup. Followup is a critical piece of gaining referrals.
- Take action and do something to serve others.
- Give to your clients without the expectation of return.
- When in competition, lead with respect for the other agent. Then ask if you can compete for the client's business.
- Most people have friends or family that are real estate agents, but people may not want to share sensitive information with someone who is close to them.
- Keri shares an amazing line to use when a client needs to tell an agent they're close to that they're working with someone else.
- Focus on how you are different than their friend or family member who is also a realtor.
- Your mindset is absolutely critical.
- Preserve your positive outlook of opportunity.
- Power lies in optimism for the future.
3 Key Points:
1. When checking in with clients, lead with their needs.
2. Followup is critical to building referrals.
3. Look for creative and meaningful ways to give back to your sphere.
Tweetable Quotes:
- “It's not just about finding them a house. It's about making them have a better life.” – Keri Shull
- “Trust will create predictability in your business.” – Randy Byrd
- “It's just always looking out for that relationship and not giving to them expecting a return, but truly giving in a place of servitude.” – Randy Byrd
- “We always focus on how we're different than the friends.” – Keri Shull
- “Stand in integrity with what your value proposition is.” – Randy Byrd
Resources Mentioned:
