What if one of the most important relationships in a real estate transaction isn’t with your buyer or seller, but with the agent on the other side?
In this episode of Real Estate Insiders Unfiltered, Cari McGee, team leader of the Cari McGee Team at RE/MAX Northwest, explores the systems, relationships, and mindset behind more than 650 home sales and 270-plus five-star reviews.
McGee shares how she generates roughly 70 percent of her business from referrals, keeps former clients engaged through her Rockstar Rewards program, and uses consistent expectation-setting to protect both her clients and her own time. But her biggest piece of advice is surprisingly simple: Treat the other agent like they’re your client. Because when a transaction gets difficult, that relationship can make or break the deal.
McGee explains that a successful real estate transaction depends on more than how well you serve your buyer or seller. The other agent can make or break the deal, which means building respect and cooperation across the transaction isn’t just professional courtesy; it’s part of representing your client’s best interests.
Highlights
They discuss:
- Why the other agent may be your most important client during a real estate transaction
- How McGee built a system that generates roughly 70 percent of her business from referrals
- The simple process behind more than 270 five-star reviews
- How her Rockstar Rewards program keeps “forever clients” connected
- Why expectation-setting can help agents protect their time without sacrificing service
McGee also breaks down the economics behind her client rewards strategy. Since launching the program, she estimates spending roughly $85,000 while attributing approximately $1.3 million in commissions to the system. Her events and giveaways aren’t necessarily elaborate, either: Pop-Tart-making classes, pumpkin patches and pies, and small monthly giveaways. The power comes from consistent, meaningful contact with the people already in her sphere.
If you want to build stronger relationships, generate more referrals and create a better real estate transaction for everyone involved, this episode offers a practical blueprint you can start using immediately.
Connect with Cari McGee on LinkedIn, Facebook, YouTube and online at carimcgee.com.
Real Estate Insiders Unfiltered is now exclusively on Inman. Tune in for agent- and team-focused content on Mondays and leadership interviews on Wednesdays each week. Listen on Apple or Spotify.
James Dwiggins is the president of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is the president of strategy at NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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The views and opinions expressed on Real Estate Insiders Unfiltered are those of the hosts and guests in their personal capacities and do not necessarily reflect the views or positions of AGNT, Inc., eXp Realty, LLC, NextHome, Inc., or any of their respective affiliates, subsidiaries, officers, or directors.
