Real Estate Agent Marketing: Building A Referral-Only Real Estate Business



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If you needed a new client right NOW, what would you do? In our latest agent interview, Trey Willard shares how he’s built a referral-based real estate business thanks to the relationships he’s built with the 1,600+ people in his database. Trey can call any of those 1,600 people right now and they’d be happy to take his call.

Takeaways + Tactics

1. Facebook Gifts are an easy way to thank people for sending you a referral
2. The higher the level of human contact with your database – the more effective it is
3. Before calling someone in your database, check their Facebook Timeline first

We kicked things off with a question on how to defend your commission. Trey and Greg shared their perspective, including the script Greg used to handle this situation recently.

Then we dived into Trey’s story, including how he joined a team and did 36 deals his first year, earning him Rookie of the Year honors. Trey shared how he started compiling his database by pulling all his contacts from his phone and putting them on an action plan in Top Producer. One key quote Trey picked up from Jamie Cox (also a previous show guest) was “Messy success is better than clean failure.” That helped Trey avoid getting caught up trying to build the perfect drip campaign.

Trey also shared how he took over a new residential sales division at a boutique brokerage and transitioned from mainly buyers to working with sellers. Trey’s real estate coach encouraged him to prospect Expired’s and FSBO’s, but Trey chose to stay a referral-only agent.

Trey explained how he reconnected with his database, how he trained people to give him a referral’s contact information, how he uses texts to warm up referrals rather than calling first, and how he’s built a referral network of vendors and service providers.

Prospecting and internet lead gen should only be built on the foundation of a great database. Start with the people you know and make sure they know what you do. You don’t have to aggressively ask for referrals. Make simple check-in calls, bring value and make a genuine connection with them and the referrals will come naturally.

Guest Bio

Trey Willard is the the Lead Residential Agent for Donnie Jarreau Real Estate, a new division of a prominent local developer. Prior to starting this division, Trey was Keller Williams Rookie of the Year (2010) and Top Producer 2010-2012. Any referrals you have in the Baton Rouge area, please send them to Trey via email:

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