Don't Rely on Relationships for Referrals
If you're relying on relationships to get referrals, your career is going to be very short-lived and the number of referrals that you get is going to diminish down to zero.
Real estate career lasts about two years on average, most don't even make it to five years. The number one thing that we teach in this industry is set up a sphere.
We tell real estate agents:
What you need to do is contact your sphere,
build your sphere list and
start contacting them asking for referrals.
We never really show agents how to provide value and we get stuck into this relationship of thinking things like…
“Oh, you should use me because you know me,”
“You should use me because we have a relationship.”
This is very entitled attitude to have.
I look at this a lot like the multi-level marketing industry.
They say contact your sphere. So you call, message, send, asking your friends and family to buy. But then eventually they burn out all their family get out of selling that product or service and get into another one, burning out family and friends again.
And again.
And again.
If you look at it from an industry standpoint, there's really no skin off a brokerage's back if you fail.
They didn't really invest anything in you. If you succeed, they keep some of your commission and if you fail no big deal.
Sometimes that's okay because they collect a desk fee for a period of time.
In Real Estate industry, the relationship is level one or freshman level...
Don't think of your career as relationship-based.
We need to see how we can provide value because once you do get that person who is willing to use you, they're going to turn around and actually refer you based upon your value.
They're going to come back to you because of value and that's how you start and sustain a business.
Move past this idea of relationship and get into the level of value.
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