How Shelby DiBiase Took Her Repeat and Referral Business From 10% to 50% in 3 Years

Podcast

Interview with Shelby DiBiase by Kevin Kauffman

Intro 

Many real estate agents find themselves worrying about where their next deal will come from. They are constantly looking for a new lead, a new client, and a new way to create income. In the process, they miss out a very crucial pillar that could grow their business easily. They ignore their referrals and repeat clients, and the people that already know, like and trust them. Our guest today had this problem until she made the choice to nurture her database, and now she gets 50% of her business from repeat and referral clients. 

Why are client appreciation events the key to nurturing solid relationships? How can we create the kind of social media and newsletter content that people would want to read? Why is it so important for us to have as much administrative leverage as sales leverage in our businesses if we want more repeat clientele? 

On this episode, I talk to the team leader of DiBiase Team, Shelby DiBiase. She shares valuable insights on building a business that generates repeat and referral clients. 

Quotes 

If you don’t run smoothly, it doesn’t matter how many sales you do, you’re going to crash and burn.

-Shelby DiBiase

If you always focus on the mindset of loss and scarcity, your head is in the wrong direction.

-Shelby DiBiase

Zillow is something you can align with to benefit you, your clients and your business.

-Kevin Kauffman 

Build a relationship and the sales will come out naturally.

-Kevin Kauffman

Key Points 

The importance of administrative leverage 

Shelby has more administrative leverage than sales leverage. A lot of people think that building a successful team is about hiring more agents, but the administrative foundation is important because the new business that comes in needs to be serviced at the highest level. It’s also important because good service is what turns new clients into forever clients. 

How to create quality content

When we create newsletter content, we need to ask ourselves a key question; if we had to start selling our content, even for a dollar, is it good enough that people would be willing to pay for it? 

Why we shouldn’t be too focused on one marketing tactic

Very often we focus too much on which marketing tactic makes us get a client, but instead of being too focused on the specific thing that delivers that last click, we need to remember that it all needs to work together, we have to do it all and focus on being omnipresent. 

Summary 

On this episode we discussed;

• How Shelby’s real estate career started in a mall 
• How she balanced keeping up a Freddie Mac account and her real estate database 
• How to build up and nurture your database
• How to empower agents on your team 
• How not to get engulfed by other people’s opinions 
• Why Shelby has more admin staff than sales staff 
• The value of being omnipresent 
• How to dress for success 

Closing Paragraph 

Mega-agents have up to 10 ways of bringing in business, but the business that comes from the people who already know, like and trust them is key. The more we work on developing our repeat and referral business, the more of it we’ll get and our businesses will become less reliant on getting new leads. It also benefits us in the quality of deals we get. The more we focus on taking care of our database by doing client appreciation events and being of value through content, the better deals we get, which allows us to walk away from the ones that don’t serve us. Ultimately, we will be able to solve the issue of scarcity and build a solid and sustainable business by focusing on the people we already have in our sphere. 

Guest Info

Shelby is an Associate Broker & Team leader of the DiBiase Team, specializing in Traditional Sales, REOs & short sales.

Twitter: https://twitter.com/dibiaseteam?lang=en

LinkedIn: https://www.linkedin.com/in/thedibiaseteam/

Instagram: https://www.instagram.com/dibiaseteam/

YouTube: https://www.youtube.com/channel/UCQvrXmopmkDdYR-jGC–5Qw

Resources Mentioned

Go For No by Andrea Waltz and Richard Fenton

The Subtle Art of Not Giving a F*** by Mark Manson 

Catch the Interview

Listen to the full interview with Shelby DiBiase:

iTunes | Stitcher | Google Play | Spotify | Web Player