How to Train Your Referral Partners

Make sure that your family, friends, and clients all know the best way to refer you to a potential client. Here are a few tips to help them.  
How can you make sure that when people refer you, they’re doing it correctly?

Have you ever had a past client, friend, or family member tell you that they’ve given so-and-so one of your business cards? 

In those situations, I’m always very appreciative. However, there is an issue with that sort of referral. If the person who received the card is anything like me, they’ll eventually lose the card. I like to tell the friend or client who gave them my card to call, text, or email me. The last thing we would ever want is for that person to end up with a weak agent.

Sometimes, we just need to remind our friends and family how they should refer us to them. One script that I love is Mick Hick’s “The Promise.” It’s a great foundation and piece to add to your business.
Sometimes, we just need to remind our friends and family how they should refer us to them.
  • “The idea is, during the process of us working together, you will likely hear of other people talking about buying and selling real estate. In that time—between now and when we get to closing—we sure would appreciate if you would give me a call when you hear of anybody that’s thinking about buying or selling."
  • “[...]What I’m asking for is for you to take the next step to make sure that I have the chance to help. In addition to giving my name out, please call, text, or email me their information, because then, I’ll know that there’s a 100% chance that I’ll get in touch with them. This could even be if they’re thinking about refinancing or if they have a general question about real estate. Let me be the real estate expert and reach out to them, because I love helping you and I sure love helping your friends, as well.”

Sharing referrals is a great way to build our business. It’s what we do—we help people and build relationships. Make sure to gather the information of the referring person; we’re not going to bug them. We’re just going to gently reach out and let them know that we heard they were looking for real estate help.

If you have any questions, feel free to reach out to me. I’m happy to give you advice on how to improve your practices.

Being Accountable is the Key to Success

Accountability is an essential quality for any successful real estate agent. Take it from my friend, Ricky Cain.  
Today I’m at the Keller Williams Realty Southwest market center with Ricky Cain of The Cain Team of Austin. Today, Ricky is going to talk with us about being accountable as an agent. Accountability is the most important thing you can do to ensure your success, Ricky says.

It starts by being accountable to a time-blocked schedule. That way, you can accomplish the things that you need to get done when you need to get them done. If it’s not in your schedule, it doesn’t exist. That’s a big BOLD principle.

In addition to being accountable to your schedule, you need to be accountable to your goals. Break them down to weekly and monthly goals, starting with a “1-3-5” or a “GPS” where you are breaking down the one thing that you absolutely have to accomplish this year that will make it the best year you ever had, then breaking it down to those three primary actions and five secondary actions within those primary actions that you intend on completing. Then, create a 4-1-1 plan that incorporates your 1-3-5.

Accountability is the most important tool for your success.
That all sounds easy and good, but who is going to hold you accountable to staying on track? For us, it’s our MAPS coaches, our family, and ourselves. You need all three to maximize your productivity. It’s better to stick to a plan and have your goals exceeded than try to fit everything else in on the side.

This information all comes from “The One Thing” by Gary Keller. If you haven’t read it yet, stop what you’re doing and read it now. They also have some great podcast and webinars.

Thanks to Rick for joining us today. If you need any help in Austin, send him an email to If you need anything else, don’t hesitate to give me a call or send me an email. I look forward to hearing from you.

How Removing Limiting Beliefs Can Change Your Life

By removing limiting beliefs, just like I did, you can live your life more productively and more fiercely.
Every single day, we make choices about what we’ll allow into our brains, what we absorb, and how we’ll react to life. When it comes to these choices, it’s important that we remove limiting beliefs. 

I remember that my mind first expanded and adopted this concept back in 2010 at a BOLD class when I started thinking about the possibilities of living a life by design instead of default. That’s when I started thinking about life in terms of “I can,” and “I am,” and I started having daily positive affirmations to feed myself positive vibes and thoughts that allowed me to currently live more productively and more fearlessly. 

Before that, I had limiting beliefs about myself—either because I didn’t have the same experience as other agents, the same amount of money as them, or that certain “thing” that allowed them to be confident. I just didn’t feel the same thing inside me. 

I remember thinking the same thought so many other agents have every single day: I don’t want to bug them. Shifting my mind from “I don’t want to bug them” to “I’m really great at helping people—how many people do I get to help today?” changed everything for me. 

Do whatever you have to do daily to remove your limiting beliefs.
At my first BOLD class, I remember that the thought of talking to 20 people in a single day physically made me want to vomit. That’s because I was living in fear of what they might think about me or how I might be intruding on their day. Then I realized that after I connected with them, they were happy to hear from me! If they weren’t, that was OK too. That’s none of my business, and they don’t know me. 

When you switch your thinking to “I don’t want to bug them” to “I’m great at helping people,” I promise you’ll be able to remove your limiting beliefs, at least in regards to helping people. After all, we’re in the business of helping people—the relationship-building business. If you don’t have relationships, you don’t have a business. 

Do whatever you have to do on a daily basis to remove your limiting beliefs, whether it’s positive affirmations, journaling the things you’re good at, etc. Have accountability around those things as well. 

If you have any questions about limiting beliefs our you’d like to talk with me about any “drunk monkeys” that get in your way, feel free to give me a call or shoot me an email. I’d love to hear from you.