Nilton- No one system works for everyone, otherwise Brian Buffini would have over 1 million clients.  I believe working by referral is the best system by far, but it MUST ACTUALLY WORK FOR YOU!  Not everyone has the best personal sphere.  If you like the idea of working by referral, check out www.brianbuffini.com.  He is the best at teaching that system.  Good luck!

Kevin

Hi Nilton,   I would be interested in talking with you.  I've worked by referral for 10 years now (not the Buffini program, just my own) and it has been rewarding in the last 5.  However, I am beginning to venture into the "strangers" market.  It might be beneficial to share some REAL notes about what we've been doing.  Interested?

Referrals work. 

There are lots of good systems out there.

Buffini, I believe, is the easiest to manage and gets the results you need.

Nilton - I think you hit it on the head.  It's hard as an "introvert" to work that sphere of influence.  Have you ever taken the MBTI (Myers Briggs Typology Indicator)?  It's a tool that helps you determine other personality traits. I discovered that I am an introvert with extroverted tendencies.  And under certain circumstances I am somewhat extroverted.  I think this kind of tool can help you really discover your personality strengths. 

Great post! Lots of truth in it. Thank you and good luck.

rich

Hey Nilton -  nice post.  I agree that referals are king.  There are a million ways to obtain them but fewer that are truly consistent and that "fit" with your personality.  Working within your existing strengths while expanding your "comfort zones" is a healthy mix - finding how to implemet that mix is another story.

Great Post Nilton.  I might have to check that out as well.  Always looking for great ideas!

I like your post - I often wonder about the safety of working with total strangers and have set up a system of screening them.  In today's market, though, that is a risky move.  I believe in finding the niche and system that works best for each person.  And then fulfilling all of your obligations with care, concern and advocacy with your clients.  I think in the end if you do a good job with the business that you do acquire, it will come back to you ten fold.

great post- you gave me some good ideas...thanks

Nice post. You always seen to have an easier transaction with clients the second and third time around.

Good post.  In a slower market you might want to keep working with both though.

50 People, contacting them even every week would leave you time to keep some of your other business up.

I would say do the program, but pick carefully the "Strangers" you work with.

If it is a non-referred client and motivated, sometimes they are even better.

All the best!

Great post and I am a FIRM believer in working my past clients, and cultivating that "garden" so to say. It is much easier to work with people that know us and trust us. I call clents weekly and put my FORD questions to use: Family, Occupation, Real Estate and Dreams....Helps me stay in touch and keeps me "in front" of them. The calls generally last less than 5 minutes.

I also do monthly mailouts to all my past clients, with something informative. (appreciation rates, abosorption rates, etc.)

Best of luck to you!

This system never worked for me either. It's best to try out the others as well until you find what works for you. 

Hi Nilton: I would argue that if you categorize yourself as an introvert, working by referral is a great way to go. A very good friend of mine comes to mind here. He is pretty shy yet has built a great business selling men's high-end apparel because his customers trust him so much. Plus, he's the antithesis of most salespeople. Good luck; working by referral works for me. Besides, who would you rather talk to? Someone who knows you or someone who doesn't? Take care.

Paul

Hey Nilton --

Best way to go and you if you like the concepts get on board with the Buffini training to hone and enhance the concepts. You'll enjoy real estate more and have a "good life"...

Nilton.....welcome to active rain and a new way of prospecting.  Working by referral is a great way to go. 75-80% of my business is referral business.  Great post.

I think the by referral only "method" is flawed in several key ways. 

First, by referral only makes it impossible to get your first client by definition.  So if you're new in the business, it's a complete non-starter.

Secondly, by referral only rewards being a good customer with a Realtor who then hounds them for life.  A Realtor should not be like a case of Herpes that's with you for life.  We should be more like a head cold -- unpleasant for the duration of the escrow at best, but ultimately not chronic.

The notion does sell a lot of by referral only mailer pieces for Brian Buffini.  Here -- I'll send you a letter letting you know you should change your smoke detector batteries, can I have a client pretty please?

Not for me, thanks.  I work by prospecting only.  If I do a good enough job to warrant a referral, that's gravy.

Nilton...great post, welcome to AR

It is absolutely important to keep in touch with past clients, but also essential to cultivate new ones. This involves going outside your sphere.

Hi Nilton, I have been in By Referral Only for 4 years now and I love that community.  Brian Buffini used to work with / for Joe Stumpf years ago before he parted ways.   Although I have never done Buffini, I know some that have and are now BRO members and prefer this community and coaching program.

To address John Lockwood above, I think he just doesn't "get it"  If he had been paying attention, he would have known that they teach BEFORE (all the stuff you need to get prospects) DURING as well as AFTER systems.

A case of the herpes with you for life, WOW ... he just doesn't get it!  You are working with people that you would see yourself befriending, not hounding anyone, ever!

Regarding the smoke detector batteries, then begging for a client please - ok that was someones idea, they shared, it may or may not use it.  I personally do not, but there are millions of other ideas and strategies on their site.

All I can tell you for sure Nilton is this: 

if it feels right  for you, then its probabily a good match, if it doesn't, (like for John Lockwood up there) then it just ISN'T a good match.

I have no regrets, and have met some truely amazing people within that community all across the country (some of the best Realtors & Lenders) and they are always willing to share their best strategies at work... that alone my friend is priceless

Interesting post.  This is something new that I need to add to the "review" list...;)  Thanks!  It is a business of people, of course...

Good points. Taking care of people often does come around where they help take care of you. Good post.

Great post and I love the idea of cultivating my past clients but I also am a firm believer in not "putting all my eggs in one basket" so to speak. I am always trying to make an effort to talk to strangers as well.

You have to find what works for you and stick with it. Good luck!

Thank you very much for all of your input.  Nice to know that people care and share!!

As suspected, its like anything else...It requires FOCUS and SYSTEMATIC WORK.  I will pick 25 people and work them for 12 months.  My understanding is that it takes about 1 year to put this to work.  I am still in the process of designing the 12 month campaign but will implement it in a weeks time.  Basically I am scheduling 12 hours per week to this system.

Its SHOWTIME for the ambitious introvert!!

Wish me luck and again, thank you for all of your input...

Nilton Lisboa  nlisboa@weichert.com