• Facebook gifts are an easy way to thank people for sending you a referral.
  • The higher the level of human contact with your database -- the more effective it is.
  • Before calling someone in your database, check their Facebook timeline first.

If you needed a new client right now, what would you do? In our latest agent interview, Trey Willard shares how he’s built a referral-only real estate business thanks to the relationships he’s nurtured with the 1,600-plus people in his database.

Willard can call any of those 1,600 people right now, and they’d be happy to take his call.

Real Estate Uncensored: Sales and marketing training podcast

Hosts: Greg McDaniel and Matt Johnson with guest Trey Willard

“I don’t even ask for the business. I talk about it; we leave it alone, and the referrals — they kind of just come.” -Trey Willard

We kicked things off with a question on how to defend your commission. Willard and McDaniel shared their perspectives, including the script McDaniel used to handle this situation recently.

Then we dived into Willard’s story, including how he joined a team and did 36 deals his first year, earning him Rookie of the Year honors. Willard shared how he started compiling his database by pulling all his contacts from his phone and putting them on an action plan in Top Producer.

One key quote Willard picked up from mega-agent Jamie Cox (also a previous show guest) was: “Messy success is better than clean failure.” That helped Willard avoid getting caught up trying to build the perfect drip campaign.

Willard also shared how he took over a new residential sales division at a boutique brokerage and transitioned from mainly buyers to working with sellers. Willard’s real estate coach encouraged him to prospect expireds and FSBOs, but Willard chose to stay a referral-only agent.

You’ll learn how Willard:

  • Reconnected with his database
  • Trained people to give him a referral’s contact information
  • Uses texting to warm up referrals rather than calling first
  • Built a referral network of vendors and service providers

Prospecting and Internet lead gen work best when built on the foundation of a great database. Start with the people you know and make sure they know what you do.

You don’t have to aggressively ask for referrals. Make simple check-in calls, bring value and make a genuine connection with them. Referrals will come naturally.

Trey Willard is the the Lead Residential Agent for Donnie Jarreau Real Estate, a new division of a prominent local developer. Prior to starting this division, Trey was Keller Williams Rookie of the Year (2010) and Top Producer 2010-2012. Any referrals you have in the Baton Rouge region, please send them to Trey via email at trey@donniejarreau.com.

Click here to subscribe to Real Estate Uncensored 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.