Dean Jackson On Orchestrating and Programming Referrals

Podcast

Interview with Dean Jackson by Kevin Kauffman

Intro 

Most successful real estate agents and teams lean heavily on generating referrals. Getting business from them costs less, and they can bring in clients steadily for years. The only problem is, many real estate agents miss out on the opportunity to actually orchestrate referrals by programming the people in their sphere to become their ambassadors. Our guest, who has been called the “ultimate real estate marketing expert”, has been able to use his marketing savvy to help agents crack the referral code, and turn them into a formidable pillar in a real estate business. 

Why are referrals actually a great way for the people we know to raise their social status? What conditions do we need to create in order to orchestrate a referral? How can we employ marketing tactics to grow our businesses? On this episode, I’m joined by real estate industry veteran, and marketing expert, Dean Jackson. He is the founder of tools like GoGoAgent, ListingAgentLifestyles, BreakthroughDNA, EmailMastery, the World’s Greatest Postcard and The Listing Multiplier Index. He shares how we can get more referrals and get more out of each of our listings. 

Quotes 

If you’re going to try and grow your business, the most competition-proof, easiest and lowest hanging fruit is to get more referrals.

-Dean Jackson  

All referrals happen as a result of a conversation.

-Dean Jackson

If you’re not in their mind, then you’ll never come to mind.

-Dean Jackson

Key Points 

The World’s Greatest Postcard 

To stay on people’s minds, Dean sends out a postcard to his inner circle of 150 to stay on the minds of his friends. In this way, he manages his relationship portfolio asset for a 20% yield in new business by changing the mindset and conversation and programming this into the minds of his friends using the postcard as a proactive referral tool.

http://theworldsmostinterestingpostcard.com/

Asking for a referral isn’t a burden 

Most agents shy away from asking for referrals because they think it’s a burden, but when people recommend us to other people, they actually get to raise their social status, which makes them feel good and more valued in society. 

We can program people to refer us by following these steps…

1. Get them to notice when a conversation about real estate is happening

2. Get them to think about you in that conversation

3. Get them to introduce you to the person they are having the conversation with.

4. Get them to keep you on their mind so you come to mind in their conversations with others

The Listing Multiplier Index 

Take the number of listings you obtained from one listing and divide by 10 to get an index. Each listing should yield 5 opportunities for more business:

1. Get is SOLD

2. You find a buyer for this listing

3. A buyer in interested in another property from you

4. Another listing

5. A referral from the seller before the transaction is closed

Summary 

On this episode we discussed;

• The things that truly matter about buying and selling a house.
• Why we have to shift from selling shelter to offering home services.
• The power of identifying your top 150 contacts.
• Orchestrated referrals. 
• The 3 things that have to happen in order to facilitate a referral.
• The 9 word email that revives dead leads.  

Closing Paragraph 

The rate at which people are referring us is something we have more control over than we might think. Referrals take place as a result of conversations, and our past and present customers are meeting and talking to people all the time. If we build the right tools into our communications, we can make it so that people remember us when the topic of real estate comes up, and make them want to make an introduction. Through tools like The World’s Best Postcard, we can make referring us become the reflex reaction of the people who know, like and trust us. 

Guest Info

Dean is a real estate coach, Internet marketer, founder of Go Go Agent and host of the Listing Agent Lifestyle podcast. 

Website: gogoagent.com to find out about his postcard service, go to

Podcast: listingagentlifestyle.com 

Email: [email protected].

Catch the Interview

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