Episode Details

Are you chasing new leads when the real gold is sitting right there in your database? This episode is all about how to build a repeat and referral business by staying in front of the people who already know, like, and trust you.

We're kicking things off with a story about Alissa's football magnets (yes, the cheesy ones she questions sending every single year) and how they landed her three referrals from clients she hadn't talked to in over a decade. We also answer a listener question from someone who loves the database model but feels stuck on the how, especially as a more introverted agent who keeps people at arm's length.

From there we dive into a mindset shift inspired by a Chick-fil-A trainer, the Brian Buffini script that gets people talking about their agent, and eight high value database ideas straight out of an Inman article (yes, we're talking Coca-Cola and cocaine coupons, it's a whole thing). We close it out with Alissa's favorite high touch moment she brought back into her listing process and a real answer to how often you should actually ask your database for referrals.

Here's what we cover in this episode: -Why chasing leads without nurturing your current clients keeps you stuck -A listener question about building relationships when you're naturally introverted -Why last week's episode with Christine Cooper is required listening if you're new to your area -The Chick-fil-A mindset shift that took the pressure off "being everyone's best friend" -Why clients come back to you because of how you made them feel, not because you're best friends -How often you should actually be checking in with your database -A quick recap of who qualifies to be in your database versus who's still just a prospect -The football magnet story and the three referrals it brought in from clients Alissa hadn't spoken to in over a decade -Why staying in front of your database matters more as online leads get harder to convert -The Brian Buffini script for turning "I don't remember my agent's name" into a referral -The Coca-Cola coupon story and what it teaches us about high value database offerings -Eight high value database ideas, including shredding parties, junk removal, and branded yard bags -Why family photo days and seasonal home photos make memorable database touches -Home care ideas like AC filters and gutter cleaning as ways to show up for your people -Why picking just one idea and executing it beats trying to do everything -The high touch moment Alissa brought back into her listing process around photo day -How to build relationships if you're new and don't have a big sphere yet -Why your spouse's network might already be full of future clients -The role social media plays in building relationships without needing to be the most social person in the room -How often to ask your database for referrals and the gratitude letter that keeps referrals coming without asking

Key quotes from this episode: "You are there to provide an excellent experience for them to accomplish their goals for that moment in time, not to be their best friend." - Alissa

"If you don't have leads, you're losing, you're going to be put out of business, that's what the industry says. Here at Hustle Humbly, we are very diligently working to flip that around into quality." - Alissa

"People want people to help them with the important and expensive purchases they are making." - Katy

"If you don't stay in front of them, somebody else or something else will." - Katy

"When you say thank you and are kind and work hard, people don't even have to ask, they'll just send the referrals." - Alissa and Katy

Products, people, and previous episodes mentioned: -Episode 9: Our first ever database episode -Episode 264: Relocating Your Business with Christine Cooper -Episode 224: Holiday prospecting ideas -Build Your Own Business 101 (BYOB) -Brian Buffini's coaching system -Jay Papasan, Keller Williams VP and author of The