Review of By Referral Only

Real Estate Agent with Keller Williams Realty

Do You Still Think You Can Do Business With Only Referrals?

Name:By Referral Only

Guru: Joe Stumpf


Purpose: If you follow their lead you will be able to create a 100% referral based business, generate a return of $15 for every marketing dollar spent, and generate an additional eight to 20 transactions a year.

4 Things You Will Learn From This Review

  • The real scoop on "By Referral Only"
  • The 2 powerful techniques I still use
  • Concepts and Products I like
  • What I Didn't Like

Before I go any further, I'd like to make a one thing crystal clear. I was a part of the paid monthly membership program for one year; however, that was a few years back and things may have changed. But as the saying goes, "The more things change, the more they stay the same."

I've been to multiple By Referral Only Workshops, Community Remodel Days and Main Events. They were orchestrated beautifully. I remember the "Main Event" in Palm Springs, California. It was my first full year in real estate and I was just amazed to see so many people wanting to learn how to improve their businesses. From lenders to insurance agents, over 800 independent contractors and small business owners listened to Joe Stumpf. Yet what I enjoyed the most was the camaraderie and after-parties with fellow twenty-somethings.

What's The Real Scoop of By Referral Only in a Nutshell

Language and Mindset.

Have you ever heard of Neuro-Linguistic Programming? It's a very in-depth subject, but in a nutshell, Joe Stumpf has created a lot of communication techniques from that system, similar to Tony Robbins.

How well you communicate, has a direct correlation to your success or failure in life. If you dig deep into the materials you will find, By Referral Only is a communication program with marketing nuggets mix in.

Question, do you truly believe the current market conditions are holding you back or is it really some self-limiting belief you won't stand up to? You can work on your elevator speech and unique selling proposition all day long, but if you don't have the correct mindset... it's pointless.

What you learn from By Referral Only is that there will be turbulence during a transaction. Storms of stress and lighting flashes of fear will jolt your passengers/clients. However, you are the pilot. If you can't land the plane on the runaway of a closed transaction, then you must land them safely in the Hudson River. Those around you must trust your confidence, expertise, and experience.

The Two Powerful Techniques I Still Use

I hate to waste time. One of the biggest time wasters for me has been the telephone.  Has there ever been a time in your day that you just wanted to focus on lead generation, but you kept getting interrupted by colleagues, clients or vendors?

This powerful technique from By Referral Only has save me countless hours. I can provide better service to my clients and gather the information my colleagues and vendors request from me.

It is simply using my voice mail correctly.

When you call someone and go to voice mail, they usually state "I will contact you As Soon As Possible," correct?

Question, what time is "As Soon As Possible"? Two minutes from know, two hours from know or in three days.

I learned to turn my voicemail into my personal assistant. I recorded a message that tells people when I am going to return their calls. Therefore, their is no confusion, but anticipation... for me to keep my word and call them back when I said I would.

The script goes like this...

Good day, this is Kendall Matthews. I return calls between 9 and 10 am, 1 and 2, then again between 4 and 5 pm. If you've been referred to me, please leave the name of the person who referred you, so I can personally thank them. You have a super-fantastic day and thanks for not keeping me a secret.

If you think I'm making this stuff up, listen to my message now if you like at 480.444.2543. Don't worry, most likely I won't answer the phone, but I will see your calling.

If my phone had email capabilities, I would add to my message that the caller should give me their email address and their phone number. Then I would just respond by email, which is what I learned from reading the 4 Hour Work Week by Timothy Ferriss.

In the past 6 years, I have never had a complaint or lost a client, because of this simple voicemail technique.

The next powerful technique is actually a road map for customer service. *Click here to continue reading*

Moving Forward,

Kendall E. Matthews

P.s. Want to read my future review of Craig Proctor? Subscribe to Kendall Matthews' Adventures In Door Knocking by Email


Kendall Matthews' Adventures In Door Knocking


This entry hasn't been re-blogged:

Re-Blogged By Re-Blogged At
ActiveRain Community
Arizona Maricopa County Mesa
Blogging & SEO
Dedicated Bloggers
AZ Real Estate Blogging Network
hudson river
by referral only
joe stumpf

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker-Owner,CRS,CDPE,GRI,SRES, Brea,CA, Orange Co

Hi Kendall,

I found your post on BRO interesting. I began the program myself in the mid 90's, it was and still is by far the very best thing I've ever done for longevity in r.e. The mastery program was also a part of my program, I absolutely loved it.

More than anything it taught me I can also have a life outside of r.e. as Joe used to say a "life and not just a lifestyle". BTW, my voice mail changes daily, it's the real-time v/m.

Have a good one!

Mar 25, 2009 05:26 PM #1
Kendall E. Matthews
Keller Williams Realty - Mesa, AZ

Thanks Lynda,

I totally agree with you for BRO concepts being a major influence over how a person should conduct there r.e. business.

Make It Happen!

Kendall Matthews

Mar 26, 2009 05:45 PM #2
Kendall E. Matthews
Keller Williams Realty - Mesa, AZ

Thanks Lynda,

I totally agree with you for BRO concepts being a major influence over how a person should conduct there r.e. business.

Make It Happen!

Kendall Matthews

Mar 26, 2009 05:45 PM #3
Stephanie Arnett
RE/MAX Partners~ Starkville, MS - Starkville, MS
SRS, IMSD, Broker Associate, REALTOR

Thanks for the tips!!

Sep 02, 2009 09:28 AM #5
An Marshall
Berkshire Hathaway - St. Augustine - Saint Augustine, FL
Your St Augustine Real Estate Consultant

I am a member now for about 2 1/2 months.  I have been enjoying the new mindset that I have obtained.  I like evaluating anything that I do to see if I can determine the ROI.  I like the systematic approach to the business.  I am excited about this upcoming year because I have declared that what I was doing clearly was not working for me even tho I am #18 out of 300 or so in my company for sales.  the money is an investment and I am committed to getting my ROI on this.

Dec 22, 2009 11:22 AM #6
Stefan West
West Realty - Murrieta, CA
Temecula-Murrieta-Menifee CA Real Estate

Thanks for info, digging into it to see if I want to invest in this.

Nov 08, 2010 03:07 PM #7

Nice post.


Apr 11, 2011 11:55 PM #8
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?


Kendall E. Matthews

Ask me a question
Spam prevention

Additional Information