November 11, 2025 • 17 mins
Referrals are the gold standard for real estate agents—but most agents don’t treat them like the gold they are. In this episode, Lindsay walks you through how to turn your thank you into a true relationship-building system that honors your biggest supporters and drives consistent, high-quality leads.
Whether you're a seasoned REALTOR® or a real estate agent who wants to grow without chasing every lead on the internet, this episode gives you a referral gratitude plan that actually works (and feels good to do).
What You’ll Learn:
- Why referrals are never random (and what really earns them)
- The 4 key ingredients of a standout referral gratitude system
- How to identify your real estate referral VIPs—and treat them accordingly
- Ideas for gifts and gestures that feel personal, not promotional
- Why gratitude is the secret sauce for a referral-based business
- How to create consistent, trackable touchpoints—without breaking the bank
Referrals don’t come from marketing. They come from trust. And trust is built through intentional, consistent, human connection. This episode helps you do exactly that—without fancy dinners or a massive budget.
*****************************************************
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:34):
Quick pause.
I have something really specialfor you.
On Thursday, November 20th from1 to 3 p.m.
Eastern, I am hosting AlignedAF, a workshop that is going to
help you get organized yourbusiness and your life for 2026.
This is a two-hour guidedworkshop where we will look at
(00:55):
what worked in 2025 and design alife and business you actually
want in 2026.
We will get aligned on what yourbusiness goals are along with
your personal goals.
We will dream bigger and alsoget practical on how we are
going to make things happen.
Think of it as your intentionalkickoff to the new year that's
done before the holiday crazyhits.
(01:17):
Seats are limited.
This is an intimate 15-personsession.
So grab yours now athappyagent.link slash 2026.
Again, that's happyagent.linkslash 2026.
And link is also in the shownotes.
I cannot wait to plan with you.
Hello, friends.
Thank you for joining me foranother episode of the Happy
(01:38):
Agent Co-Podcast.
I am Lindsay Dreyer, your host,real estate coach, mama three,
and brokerage owner.
It is the season of gratitude.
And today we are diving intoreferral gratitude.
How to thank your best clients.
Referrals are the holy grail ofreal estate.
(01:58):
Like every agent that says, Ibuilt a referral-based business,
we're like, oh, I'm so jealousof you.
You only work by referrals.
There's no Zillow lead chasingor being on social media.
And honestly, they're the dreamscenario because they come with
trust already baked in.
That's why referral-basedbusinesses are the holy grail.
But honestly, most agents don'ttreat referrals like they
(02:21):
actually matter.
So you get a name.
Maybe you shoot off a thank youtext.
Honestly, there's some agentsthat don't even send a thank
you, which is not okay.
Maybe you shoot them a Starbucksgift card and that's it.
So today I want to flip that.
What if you had a system thatmade your referral partners feel
like VIPs?
(02:42):
What if they knew and theydidn't just assume that their
trust in you actually meantsomething, that you were
grateful for it?
So today we're building yourreferral gratitude plan, which
is hopefully one that feelsgood, reflects your brand, and
deepens the relationships thatmatter most to you and your
business.
(03:03):
So why does referral gratitudematter?
I want you to know thatreferrals are not random.
They are a result of first andforemost trust.
These people trust you and theytrust you to do a good job.
So they know that you are notgoing to embarrass them when
they send someone your way towork with you.
(03:24):
They know that you are just apro, you are personable, and you
are going to take excellent careof that referral.
So first and foremost, they arenot random.
You have built an immense amountof trust.
The second is that there's apersonal connection.
They feel connected to you as ahuman being.
That is the second piece.
People are not going to send youbusiness if they feel like it's
(03:48):
transactional, if they feel likeyou're a robot.
They really want to know thatyou have a true authentic
connection.
So it's the trust and theauthentic connection.
And then it's how you madesomeone feel during and after
the transaction.
So if these referrals are comingfrom past clients, they are
referring based on theexperience that they had with
(04:10):
you.
So if you made them feel takencare of and special and not
stressed out and maybe had somefun, they know that someone that
works with you is going to getthat experience too.
So it really is about thatconnection and consistency that
they experienced during andafter the transaction.
(04:32):
This is like a whole otherepisode we could dive into, but
those are the basics (04:34):
trust, connection, and how you made
someone feel during and afterthe transaction.
So who are these referral VIPs?
These are probably clients thatyou over-delivered for, like
clients that just absolutelyloved working with you.
It's also those friends andfamily who always talk you up.
(04:55):
They just think that you're thebest personally and
professionally.
Can also be vendors likemortgage, home inspection,
insurance agents.
It could be fellow colleagues.
So it could be agents, referralagents, could also be community
leaders who just believe in thework that you do or they just
know you and they know thatyou're awesome at it.
And also, you know, it's thatone person that always tags you
(05:18):
on every local Facebook housingpost.
Like, yeah, girl, I know that mylocal painter always tags me,
which I always think is reallycute.
So knowing who those VIPs are isreally important because
referrals are a choice.
And these people don't owe youanything.
They don't owe you their trust.
They don't owe you theirreferrals, but they do give
(05:40):
them.
And that really deserves morethan a$5 Starbucks gift card and
a you're the best.
This isn't necessarily aboutgifting because honestly, you
don't even have to do gifting tobe a really good gratitude
practice person, but it is aboutgratitude because that builds a
relationship.
And that's goes back to thetrust and the connection aspect,
(06:03):
which is going to feed yourreferral-based business.
All right, so I have four stepsfor you on how to build your VIP
referral plan.
So step one is identify yourVIPs.
Step two is creating athree-tier system.
Step three is systemizing thegratitude if you can.
And then step four is closingthe loop.
(06:24):
All right, let's get into stepone, which is identifying your
VIPs.
There are so many agents thathave not done this.
They do not have this list, sowe need to make it.
We are going to make it actuallynot in your head, in your CRM or
on a spreadsheet.
And categories you can includeare past clients who have
referred you even once, yourbusiness best friends.
(06:47):
So these are your vendors whodrop your name regularly,
vendors who send deals your way,and online community referrals.
So this could be your Instagramtaggers, Facebook groups, DMs,
all that good stuff.
So I want you to go through andfind all of those VIPs that have
sent you business in the pasttwo to three years, because
(07:10):
those are typically going to beyour best sources of future
referral business.
Now I like to either tag theseas referral VIP or VIPs in my
CRM.
Or if you're using a GoogleSheet, you could have a separate
column where they're checkedoff.
And then you need to updatethis.
So if someone sends you areferral, make sure that you are
(07:30):
putting them on the VIP list.
If they drop your name, theymake the list.
Even if they didn't turn it intoa deal yet, because we are
rewarding referrals, we are notrewarding closings.
This is another mistake a lot ofagents make is that they wait
until closing to honor orexpress gratitude for the
referral.
(07:51):
And that is not the way to doit.
Step two is all about gettinginto a system.
So you are going to create athree-tier system.
And this can be based on yournatural style.
This is where you can kind ofhave some fun and like really
throw in what feels authentic toyou.
So I like to have three tiers.
(08:12):
The first tier is yourfirst-time referrer, second tier
is repeat referrer, and thenyour tier three is like your
super connectors.
Those are your ride or dies.
They send you lots of referrals,and they just basically are
amazing.
Like they just rock.
Most successful agents have likefive to ten super, super VIPs.
(08:34):
Um, if you have more than that,rock on.
But these are your people thatsend multiple referrals each
year.
So let's dive into your tierone.
This is your first-timereferrer.
Definitely send a thank youcard, handwritten.
You can include a smallthoughtful gift if you want to.
It could be like your go-tobook, maybe a favorite snack,
(08:56):
maybe coffee or card, could be acoffee mug, whatever that person
would find thoughtful.
That's the biggest piece.
Make sure you are thanking themfor the referral and
specifically mentioning theperson by name.
So thank you for referringJohnny to me.
I love working by referral.
And also just mention that ifthere's anything that you can
(09:19):
help them with in the future,that you're always there for
them.
So it's about thanking them, butthen also letting them know that
you are always there for them aswell.
Now, your tier two, repeatreferrer, you're gonna treat
them a little differently.
So maybe it's an up-leveledgift, like a plant or flowers or
something that they're reallygoing to appreciate.
(09:40):
And then I'm all about thesurprise and delight.
So it could be like dropping itoff at their workplace, um,
maybe something like customized.
So if they have dogs or kids,you're getting something
customized with like the namesof their dog or their kid.
But this is really where you canadd the personal touch and
reference something about them.
So you're gonna go a littlehigher on this because they have
(10:02):
sent you more than one referral.
And then for your tier two,these are your super connectors.
These are just like your raving,raving fans.
Now, this could be quarterly orannual custom gift.
Um, it could be an invite to aVIP client dinner or
appreciation experience.
That's actually my favoritebecause you're connecting like
(10:22):
all of your favorite people inone place and they tend to
really like each other.
So doing like a wine dinner, um,it could be a like theater
experience, really anything thatyour people would appreciate.
Um, and you could break this offinto different groups.
So if you have people who arereally into theater, you could
take those people to theater, orit could be people who are
(10:43):
really into like outdoorsystuff.
It could be like a rock climbingexpedition, like whatever fits
your people.
This is where you can reallyhave fun.
And because you are just doingit for a super exclusive set of
people, it does not have to becrazy expensive.
It really is about thethoughtfulness in creating an
experience that your superconnectors would really, really
(11:07):
love.
Also, making sure that you'restill thanking them every time a
referral comes in with ahandwritten note.
And it is all about thethoughtfulness.
Like gratitude is about Ithought of you specifically, and
I'm thanking you.
So it is important that it doesnot feel generic.
(11:27):
It is not about how much youspend, but it is about how
intentional it feels.
So thought trumps budget everysingle time.
Now, let's get into step three,which is systematizing the
gratitude.
Now, a lot of people think thatthis means like put them on a
postable and like have abirthday card sent every year.
(11:49):
And that is not what I'm talkingabout.
This is more about do not relyon your memory, make it a part
of your rhythm.
So setting a recurring monthlytask of check my referral list
and send thank yous, um, orcheck referral list and plan
events.
So it's making it a monthlypriority to focus on your
(12:10):
referral gratitude.
Also, track your gifts andmessages that you've sent.
So whether that's in your CRM orit's a separate Google Sheet or
Excel doc, but really makingsure that you're tracking
everything that you have donefor your VIPs.
I personally like keeping it ina separate sheet just so it's
(12:31):
like really in my face and I'mable to track that monthly.
Um I'm a big CRM user, but likeeverything gets kind of like
grouped in there and lumped inthere.
So I like to track the gifts andmessages in a separate document.
Also, getting updated mailingaddresses can be part of your
system.
So maybe once a year you'rerequesting just updated mailing
addresses for your referrals.
(12:53):
Anything you can do to just makeit so you are not relying on
your memory alone and that youactually have a plan in place is
a great way to systematize it.
Now, can you bring in delegationa hundred percent, but it is not
required.
The last step, step four, isclosing the loop.
So after the initial thank you,this is really what deepens the
(13:17):
relationship is you can sharehow it turned out.
So Sarah closed on her dreamhouse last week.
Thank you again for sending herto me.
Um, it means the world to methat you thought of me.
And just having like a reallyheartfelt note sent to them is
really nice.
Just checking in, um, sendingcontent you know that they love,
whether it's a podcast or alocal event or a product you
(13:39):
thought of, tagging them andsomething that they care about.
Again, this is all aboutrelationship building.
So one thank you isn't enough.
It is a relationship built overtime.
And you want to make yourappreciation a pattern, not
necessarily a one-off.
It is about the gratitude forthe relationship, not just the
(13:59):
referral.
The really exciting part is thatyou can really make this about
you and them.
Like it can make, it can bepersonal, but nobody wants a
generic mug with your logo onit.
If it's has a logo on it, it isnot a gift.
It is marketing.
So you want to build a gratitudesystem that reflects your
personality, it reflects theirpreferences and their
(14:21):
personality, as well as yourbrand values.
So you can get creative withthese personal gifting ideas.
It could be a book that changedyour mindset with a sticky note
explaining why you're gifting itto them, local treats from a
small business that you thinkthey would love.
It could be a donation in theirname to a cause that they care
about.
(14:41):
Um, custom playlists are fun.
It could be a recipe you sawthat you thought they'd enjoy,
or maybe a wellness product.
And it could be a voice noteinstead of just a card.
Um, or you could do both, butit's all about really creative
and personal gifting andgratitude.
Fancy is not required.
(15:01):
You do not have to spend a tonof money on this, but being
consistent and really focusingon the relationship beats
extravagance every single time.
And your goal is not to beimpressive, your goal is to make
people feel seen andappreciated.
So, your challenge this week iswho are your top five VIPs and
(15:24):
how can you appreciate them in away that feels personal and
authentic to you?
That's that's it.
Let's express some gratitude.
It is the season of gratitude,so it is not weird.
I always love using Thanksgivingas a way to express gratitude to
the people in my life.
So November, it's it's the monthof gratitude, people.
(15:44):
So let's do it.
So if you want a business thatgrows from referrals, you have
to treat referrals like the goldthat they are.
It is not just once a year.
It is not just again, it's notjust this month.
It is all the time.
And it's not just when you havetime.
It is literally every singlemonth you need to be focusing on
these people.
(16:04):
These are the people that trustyou enough to send you their
people.
And honestly, that's notmarketing, that's just loyalty,
and that is the trust that youbuilt that you worked so hard to
build.
And the best way to honor thatis not with branded water
bottles, but it is withconsistency, it is with
authenticity, and it is withactual gratitude.
(16:28):
You do not need a big budget,you just need a real plan, and
hopefully, now that you haveone.
You guys are the best, and Iknow that you have got this.
So get out there and thank yourpeople.
Let's show some gratitude.
If you have an agent who needsto hear this episode, please
feel free to forward it.
And if you've not reviewed thepodcast yet, I would so
(16:50):
appreciate it.
It really helps me get the wordout to agents like you that you
can build a business that youlove.
Until next time, stay happy.
Quick pause.
I have something really specialfor you.
On Thursday, November 20th from1 to 3 p.m.
Eastern, I am hosting AlignedAF, a workshop that is going to
help you get organized yourbusiness and your life for 2026.
This is a two-hour guidedworkshop where we will look at
(00:55):
what worked in 2025 and design alife and business you actually
want in 2026.
We will get aligned on what yourbusiness goals are along with
your personal goals.
We will dream bigger and alsoget practical on how we are
going to make things happen.
Think of it as your intentionalkickoff to the new year that's
done before the holiday crazyhits.
(01:17):
Seats are limited.
This is an intimate 15-personsession.
So grab yours now athappyagent.link slash 2026.
Again, that's happyagent.linkslash 2026.
And link is also in the shownotes.
I cannot wait to plan with you.
Hello, friends.
Thank you for joining me foranother episode of the Happy
(01:38):
Agent Co-Podcast.
I am Lindsay Dreyer, your host,real estate coach, mama three,
and brokerage owner.
It is the season of gratitude.
And today we are diving intoreferral gratitude.
How to thank your best clients.
Referrals are the holy grail ofreal estate.
(01:58):
Like every agent that says, Ibuilt a referral-based business,
we're like, oh, I'm so jealousof you.
You only work by referrals.
There's no Zillow lead chasingor being on social media.
And honestly, they're the dreamscenario because they come with
trust already baked in.
That's why referral-basedbusinesses are the holy grail.
But honestly, most agents don'ttreat referrals like they
(02:21):
actually matter.
So you get a name.
Maybe you shoot off a thank youtext.
Honestly, there's some agentsthat don't even send a thank
you, which is not okay.
Maybe you shoot them a Starbucksgift card and that's it.
So today I want to flip that.
What if you had a system thatmade your referral partners feel
like VIPs?
(02:42):
What if they knew and theydidn't just assume that their
trust in you actually meantsomething, that you were
grateful for it?
So today we're building yourreferral gratitude plan, which
is hopefully one that feelsgood, reflects your brand, and
deepens the relationships thatmatter most to you and your
business.
(03:03):
So why does referral gratitudematter?
I want you to know thatreferrals are not random.
They are a result of first andforemost trust.
These people trust you and theytrust you to do a good job.
So they know that you are notgoing to embarrass them when
they send someone your way towork with you.
(03:24):
They know that you are just apro, you are personable, and you
are going to take excellent careof that referral.
So first and foremost, they arenot random.
You have built an immense amountof trust.
The second is that there's apersonal connection.
They feel connected to you as ahuman being.
That is the second piece.
People are not going to send youbusiness if they feel like it's
(03:48):
transactional, if they feel likeyou're a robot.
They really want to know thatyou have a true authentic
connection.
So it's the trust and theauthentic connection.
And then it's how you madesomeone feel during and after
the transaction.
So if these referrals are comingfrom past clients, they are
referring based on theexperience that they had with
(04:10):
you.
So if you made them feel takencare of and special and not
stressed out and maybe had somefun, they know that someone that
works with you is going to getthat experience too.
So it really is about thatconnection and consistency that
they experienced during andafter the transaction.
(04:32):
This is like a whole otherepisode we could dive into, but
those are the basics (04:34):
trust, connection, and how you made
someone feel during and afterthe transaction.
So who are these referral VIPs?
These are probably clients thatyou over-delivered for, like
clients that just absolutelyloved working with you.
It's also those friends andfamily who always talk you up.
(04:55):
They just think that you're thebest personally and
professionally.
Can also be vendors likemortgage, home inspection,
insurance agents.
It could be fellow colleagues.
So it could be agents, referralagents, could also be community
leaders who just believe in thework that you do or they just
know you and they know thatyou're awesome at it.
And also, you know, it's thatone person that always tags you
(05:18):
on every local Facebook housingpost.
Like, yeah, girl, I know that mylocal painter always tags me,
which I always think is reallycute.
So knowing who those VIPs are isreally important because
referrals are a choice.
And these people don't owe youanything.
They don't owe you their trust.
They don't owe you theirreferrals, but they do give
(05:40):
them.
And that really deserves morethan a$5 Starbucks gift card and
a you're the best.
This isn't necessarily aboutgifting because honestly, you
don't even have to do gifting tobe a really good gratitude
practice person, but it is aboutgratitude because that builds a
relationship.
And that's goes back to thetrust and the connection aspect,
(06:03):
which is going to feed yourreferral-based business.
All right, so I have four stepsfor you on how to build your VIP
referral plan.
So step one is identify yourVIPs.
Step two is creating athree-tier system.
Step three is systemizing thegratitude if you can.
And then step four is closingthe loop.
(06:24):
All right, let's get into stepone, which is identifying your
VIPs.
There are so many agents thathave not done this.
They do not have this list, sowe need to make it.
We are going to make it actuallynot in your head, in your CRM or
on a spreadsheet.
And categories you can includeare past clients who have
referred you even once, yourbusiness best friends.
(06:47):
So these are your vendors whodrop your name regularly,
vendors who send deals your way,and online community referrals.
So this could be your Instagramtaggers, Facebook groups, DMs,
all that good stuff.
So I want you to go through andfind all of those VIPs that have
sent you business in the pasttwo to three years, because
(07:10):
those are typically going to beyour best sources of future
referral business.
Now I like to either tag theseas referral VIP or VIPs in my
CRM.
Or if you're using a GoogleSheet, you could have a separate
column where they're checkedoff.
And then you need to updatethis.
So if someone sends you areferral, make sure that you are
(07:30):
putting them on the VIP list.
If they drop your name, theymake the list.
Even if they didn't turn it intoa deal yet, because we are
rewarding referrals, we are notrewarding closings.
This is another mistake a lot ofagents make is that they wait
until closing to honor orexpress gratitude for the
referral.
(07:51):
And that is not the way to doit.
Step two is all about gettinginto a system.
So you are going to create athree-tier system.
And this can be based on yournatural style.
This is where you can kind ofhave some fun and like really
throw in what feels authentic toyou.
So I like to have three tiers.
(08:12):
The first tier is yourfirst-time referrer, second tier
is repeat referrer, and thenyour tier three is like your
super connectors.
Those are your ride or dies.
They send you lots of referrals,and they just basically are
amazing.
Like they just rock.
Most successful agents have likefive to ten super, super VIPs.
(08:34):
Um, if you have more than that,rock on.
But these are your people thatsend multiple referrals each
year.
So let's dive into your tierone.
This is your first-timereferrer.
Definitely send a thank youcard, handwritten.
You can include a smallthoughtful gift if you want to.
It could be like your go-tobook, maybe a favorite snack,
(08:56):
maybe coffee or card, could be acoffee mug, whatever that person
would find thoughtful.
That's the biggest piece.
Make sure you are thanking themfor the referral and
specifically mentioning theperson by name.
So thank you for referringJohnny to me.
I love working by referral.
And also just mention that ifthere's anything that you can
(09:19):
help them with in the future,that you're always there for
them.
So it's about thanking them, butthen also letting them know that
you are always there for them aswell.
Now, your tier two, repeatreferrer, you're gonna treat
them a little differently.
So maybe it's an up-leveledgift, like a plant or flowers or
something that they're reallygoing to appreciate.
(09:40):
And then I'm all about thesurprise and delight.
So it could be like dropping itoff at their workplace, um,
maybe something like customized.
So if they have dogs or kids,you're getting something
customized with like the namesof their dog or their kid.
But this is really where you canadd the personal touch and
reference something about them.
So you're gonna go a littlehigher on this because they have
(10:02):
sent you more than one referral.
And then for your tier two,these are your super connectors.
These are just like your raving,raving fans.
Now, this could be quarterly orannual custom gift.
Um, it could be an invite to aVIP client dinner or
appreciation experience.
That's actually my favoritebecause you're connecting like
(10:22):
all of your favorite people inone place and they tend to
really like each other.
So doing like a wine dinner, um,it could be a like theater
experience, really anything thatyour people would appreciate.
Um, and you could break this offinto different groups.
So if you have people who arereally into theater, you could
take those people to theater, orit could be people who are
(10:43):
really into like outdoorsystuff.
It could be like a rock climbingexpedition, like whatever fits
your people.
This is where you can reallyhave fun.
And because you are just doingit for a super exclusive set of
people, it does not have to becrazy expensive.
It really is about thethoughtfulness in creating an
experience that your superconnectors would really, really
(11:07):
love.
Also, making sure that you'restill thanking them every time a
referral comes in with ahandwritten note.
And it is all about thethoughtfulness.
Like gratitude is about Ithought of you specifically, and
I'm thanking you.
So it is important that it doesnot feel generic.
(11:27):
It is not about how much youspend, but it is about how
intentional it feels.
So thought trumps budget everysingle time.
Now, let's get into step three,which is systematizing the
gratitude.
Now, a lot of people think thatthis means like put them on a
postable and like have abirthday card sent every year.
(11:49):
And that is not what I'm talkingabout.
This is more about do not relyon your memory, make it a part
of your rhythm.
So setting a recurring monthlytask of check my referral list
and send thank yous, um, orcheck referral list and plan
events.
So it's making it a monthlypriority to focus on your
(12:10):
referral gratitude.
Also, track your gifts andmessages that you've sent.
So whether that's in your CRM orit's a separate Google Sheet or
Excel doc, but really makingsure that you're tracking
everything that you have donefor your VIPs.
I personally like keeping it ina separate sheet just so it's
(12:31):
like really in my face and I'mable to track that monthly.
Um I'm a big CRM user, but likeeverything gets kind of like
grouped in there and lumped inthere.
So I like to track the gifts andmessages in a separate document.
Also, getting updated mailingaddresses can be part of your
system.
So maybe once a year you'rerequesting just updated mailing
addresses for your referrals.
(12:53):
Anything you can do to just makeit so you are not relying on
your memory alone and that youactually have a plan in place is
a great way to systematize it.
Now, can you bring in delegationa hundred percent, but it is not
required.
The last step, step four, isclosing the loop.
So after the initial thank you,this is really what deepens the
(13:17):
relationship is you can sharehow it turned out.
So Sarah closed on her dreamhouse last week.
Thank you again for sending herto me.
Um, it means the world to methat you thought of me.
And just having like a reallyheartfelt note sent to them is
really nice.
Just checking in, um, sendingcontent you know that they love,
whether it's a podcast or alocal event or a product you
(13:39):
thought of, tagging them andsomething that they care about.
Again, this is all aboutrelationship building.
So one thank you isn't enough.
It is a relationship built overtime.
And you want to make yourappreciation a pattern, not
necessarily a one-off.
It is about the gratitude forthe relationship, not just the
(13:59):
referral.
The really exciting part is thatyou can really make this about
you and them.
Like it can make, it can bepersonal, but nobody wants a
generic mug with your logo onit.
If it's has a logo on it, it isnot a gift.
It is marketing.
So you want to build a gratitudesystem that reflects your
personality, it reflects theirpreferences and their
(14:21):
personality, as well as yourbrand values.
So you can get creative withthese personal gifting ideas.
It could be a book that changedyour mindset with a sticky note
explaining why you're gifting itto them, local treats from a
small business that you thinkthey would love.
It could be a donation in theirname to a cause that they care
about.
(14:41):
Um, custom playlists are fun.
It could be a recipe you sawthat you thought they'd enjoy,
or maybe a wellness product.
And it could be a voice noteinstead of just a card.
Um, or you could do both, butit's all about really creative
and personal gifting andgratitude.
Fancy is not required.
(15:01):
You do not have to spend a tonof money on this, but being
consistent and really focusingon the relationship beats
extravagance every single time.
And your goal is not to beimpressive, your goal is to make
people feel seen andappreciated.
So, your challenge this week iswho are your top five VIPs and
(15:24):
how can you appreciate them in away that feels personal and
authentic to you?
That's that's it.
Let's express some gratitude.
It is the season of gratitude,so it is not weird.
I always love using Thanksgivingas a way to express gratitude to
the people in my life.
So November, it's it's the monthof gratitude, people.
(15:44):
So let's do it.
So if you want a business thatgrows from referrals, you have
to treat referrals like the goldthat they are.
It is not just once a year.
It is not just again, it's notjust this month.
It is all the time.
And it's not just when you havetime.
It is literally every singlemonth you need to be focusing on
these people.
(16:04):
These are the people that trustyou enough to send you their
people.
And honestly, that's notmarketing, that's just loyalty,
and that is the trust that youbuilt that you worked so hard to
build.
And the best way to honor thatis not with branded water
bottles, but it is withconsistency, it is with
authenticity, and it is withactual gratitude.
(16:28):
You do not need a big budget,you just need a real plan, and
hopefully, now that you haveone.
You guys are the best, and Iknow that you have got this.
So get out there and thank yourpeople.
Let's show some gratitude.
If you have an agent who needsto hear this episode, please
feel free to forward it.
And if you've not reviewed thepodcast yet, I would so
(16:50):
appreciate it.
It really helps me get the wordout to agents like you that you
can build a business that youlove.
Until next time, stay happy.
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