The Secret to getting one referral a day! Yes it’s possible.

In the next five minutes you will see three clear moves that can turn the names in your phone into loyal clients and steady commissions.

It’s time to grow and engage your database systematically so please save this email. 

My H.O.P. The method gives you three clear pathways to turn your database into super fans (See picture below). Start by auditing your existing contacts, past clients and your sphere of influence should be your foundation since they generate 70% of successful agents' business. Export all contacts from your phone, email, and social media, then categorize them by relationship strength. Your goal is to have 500+ contacts in your database, with 50-100 being your "inner circle" who receive more personal attention. 

You can call them your VIP list or whatever name you want to give them, the point is to identify them and start to treat them differently. Remember that not all your contacts are equally important! 

Path 1: You Meet Them at Home - Perfect for agents who prefer direct, personal outreach and want to dominate their VIP list. Send monthly postcards with market updates to 200-300 homes in your targeted sphere or past clients that are on your VIP list, write 5 handwritten notes weekly to this list mentioning specific memories or updates, and do door drop offs with valuable market reports to 20 homes monthly. Include your headshot, contact info, and how you would love to know of any amazing service providers they’ve used so you can include them in the directory you’re expanding. This traditional approach builds deep local connections and positions you as the neighborhood expert. Budget $150-200 monthly for postage and materials, but expect a 2-3% response rate that converts to quality listings. If you want to add something a little extra for your VIP list you can always pop by and drop off a little gift or put them on ClientGiant and auto send them gifts. 

Path 2: You Meet Them Online - Ideally I would love for you to start here. It’s an easier lift and it’s inexpensive to start. Post valuable content 3x weekly on Instagram and Facebook (market updates, home maintenance tips, local business spotlights), optimize your Google My Business profile with fresh photos and regular posts, host monthly "Market Minute" webinars for your database, and actively engage in 3-5 local Facebook groups without being salesy. Use scheduling tools like Hootsuite or Later to maintain consistency, but the key is going to be in the engagement with the people you follow and the people that follow you back. This digital approach lets you reach hundreds of potential clients efficiently while building your reputation as a knowledgeable resource. Please don’t forget about a newsletter either, this has been one of our secret weapons for years, don’t sleep on it! Always keep tracking and please track your open ratio, track your engagement rates and adjust content based on what resonates most with your audience.

Path 3: You Meet Them in Person - This is what brings it all together. People love connecting in person, especially your VIP list. Schedule 2 coffee meetings weekly with sphere contacts, rotating through your database every 6 months, volunteer at local charity events monthly (food banks, school fundraisers, community cleanups), host educational seminars on topics like "First-Time Home Buying" or "Downsizing After 50," and organize quarterly client appreciation events at local restaurants or your office. Keep detailed notes about each conversation, family updates, and personal interests in your CRM. This pathway creates the strongest personal bonds and generates the highest quality referrals, with conversion rates often 3-5x higher than online methods. Do your best to connect in person with your VIP list because it makes all the difference! 

Start Today: Choose ONE path that matches your strengths and personality - don't try to do all three at once. Commit to it for 30 days and track every interaction in a simple spreadsheet or CRM. Set a goal of adding 10-15 new contacts monthly while nurturing existing relationships through regular follow-up within 24 hours of any interaction. Remember, your database should work like a garden - consistent care and attention will yield a harvest of referrals and repeat business. Most successful agents see significant results within 90 days of consistent implementation.

Below is a snapshot of the different options you have for each of the HOP sections. If you need clarification on anything let me know. And please…use this stuff! 

Many blessings,