SystemThe 10 Laws · Law #6Lead Generation
The 33-Touch Referral Machine
I haven't cold-called for business in years. Not because I'm lucky, because I built a machine that keeps me top of mind on purpose.
The Cadence (every month)
- A monthly email newsletter.
- A monthly postcard: just listed, just sold, or a testimonial.
- One coffee date a week.
- A client-appreciation event every quarter, rent the movie theater, invite 100 friends.
Train Them To Refer You
"If you knew anyone thinking of buying or selling, would you feel comfortable referring them to me?" → almost always yes. "Terrific, anyone come to mind right now?" → usually no, but the asking cements it: you work by referral.
Referrals aren't a byproduct of good service, they're the product of a system that reminds people you're in business, plus a five-star experience that makes them want to. Most agents nail the service and skip the system, then wonder why the phone's quiet.
Do This Week
This week, send one item of value to your entire database (a market update or a just-sold), and book one coffee. That's touch #1 of the rest of your career.
Free Printable
The 33-Touch Plan, the worksheet for this system. Download it, print it, and put it on your desk.
Download & print →You can't survive 20 years in this business without referrals. Build the machine now.
Ready to run the whole system?
The guides are the pieces. The 5-Day Fast-Start strings them into a 5-day system you actually execute, in the exact order that produces.
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