Referrals from your past clients and sphere of influence … How do you build it out, how do you manage it better? We know that a lot of our agents struggle with this. They know great people, they do great business, but they don’t really know how to cultivate over time. I’m going to give you some of my best practices, tons of content, and ideas, and things that you and your agents can implement today to be more profitable and set up for an amazing year. ‍ The majority of her business (over half) … comes from referrals … and she closes a lot of transactions … 294 in her best year. It begs the question: “How did she get so many referrals?” “Is there a way that I can get more referrals too?” Enter Leigh Brown. In this session, you’ll learn: When it comes to referrals from your sphere … a smaller list is better. Narrow your SOI list down. Get rid of the clutter. Don’t be a digital hoarder. The Dunbar Number is the number of people you can keep in true “relationship”. Find out the ideal number of people on your SOI list (it’s less than you think). This is your real “inner circle” and they send the MOST referrals (typically 80%). How to clean up your list the easy way. Sort your people into the 7 Key Categories. The easiest way (just a few minutes per day) to stay in touch with your people. Awesome marketing ideas that invite conversation and build relationships. The “Birthday Plan” and how to easily discover the birth date of everyone on your list.