The Client Experience for Getting Real Estate Referrals

The Client Experience for Getting Real Estate Referrals | Tom Ferry Podcast Experience


Real estate referrals… The golden gift that keeps on giving.

Referral clients come in already knowing, liking, and trusting you based on what you did for someone they care about. So how do you build your business around generating real estate referrals? The key is to center everything you do around the client experience.

In this episode of the Tom Ferry Podcast Experience, I talk with Austin, TX superstar team leader Lisa Munoz about her unique business model which aims at delivering clients next-level service. We delve into:
• The structure of her team
• Her “Care Bear” client specialist
• Why she chose to have her sales staff on salary
• An effective buyer’s consultation
• And, of course, getting more real estate referrals

If you’re in the process of building your team and want to create a referral-based business, this is an episode you need to watch.

In this episode, we discuss…
00:00 – Lisa’s background
04:00 – Early lessons
07:52 – Lisa’s client process
10:00 – The buyer’s consultation
15:36 – The team and the model
18:00 – Salaried employees
23:00 – When somebody screws up
25:11 – Layers of a client experience
27:10 – Care Bear’s role
34:36 – Client appreciation parties
40:20 – Shaping your story
42:32 – Identity and video
46:06 – The best me for free
49:40 – Reach out to Lisa


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