Ted Greenhough

If you want a Real Estate business with a steady stream of referrals, remember that every team member and service provider is a direct reflection of YOU.

Referrals are not “leads.” Referrals are clients. If you’ve got the proper skills, you will NEVER fail at converting a referral to a client. NEVER!

Becoming a Trusted and Authentic Advisor is a BIG and important subject that interweaves throughout every module in the Real Estate Master’s Program. For now, and in the interest of brevity, let’s look at a single example of how to improve your interactions.

Let’s pick up where we left off last week. You’ve captured the attention of that elusive buyer—the one with the short attention span—with your incredible images produced by your celebrity photographer.

“I use a professional photographer on every listing!”

Big deal! So does every other competent and half-competent REALTOR® in your market. Also, most of the incompetent ones.

“Anyone can post your listing on the MLS!”
Also, anyone can cut their own hair. The point is obvious. There’s a massive difference between an amateur and a professional MLS Presentation.

I always found this philosophy to be not only dead-wrong on so many levels but also short-sighted. Even when I was earning well over $800K in commissions, I very rarely had more than 5-6 listings. During the few times in my career, when I had ten or more, I found it extremely stressful. Why?

Our industry is ubiquitous with misinformation around marketing.

“Word of mouth” is by far the most effective type of advertising there is, and it’s FREE.