80% of Your Future Business Might Come From Friends

How to Easily Get Consistent Referrals From Everyone You Know—Especially Your Friends

Author

Robert Biehn
January 31, 2025

Did you know…

80% of Sales Are Generated from Network Referrals?

Source: National Association of Realtors (NAR)

How many more deals would you be closing a year if 8 out of every 10 people you know were sending you referrals?

But first, STOP reading if this isn’t you…

  1. You want to talk to people in your sphere (work, school, day job, past clients) but don’t know WHAT to say.

  2. You don’t know WHO to contact in your sphere.

  3. You don’t know WHEN to reach out to your sphere.

  4. You want to improve on getting consistent referrals from your past clients and sphere.

If that’s you, then keep reading to discover the 4 easy steps, inspired by The 7 Spheres of a FriendMaker by Art Kelly. This will make talking to your sphere feel natural and intentional—ultimately driving more referrals and repeat business.

read time: 6 minutes

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Are you “friends” with your friends?

We all have that one person in our circle who, no matter what you’re talking about, where, or when, you just know it’s only a matter of time until they launch into a sales pitch. Eventually, you start dreading talking to them and even attempt to avoid that person because it’s clear your relationship is just small talk until they make their ask.

If you can’t think of anyone in your circle like that… then I hate to break it to you, but you’re that person.

Don’t worry though, because most salespeople, entrepreneurs, and go-getters are just like that. We can’t help it. We all KNOW that we need to be working our sphere and that the power of a supportive community is unstoppable, so that often makes us unintentionally pushy and abrasive.

But here’s the good news: In 4 easy steps, you’re going to transform from the person people are avoiding (or just “tolerate”) to the person people LOVE to talk to and WANT to help.

Let’s jump into it…

4-Simple Steps to Make Your Sphere WANT to Send You Business

Step 1: Choose Your Priority Person


Pull out your phone and go to your contacts. Start scrolling through the names and pick out one person you KNOW but haven’t talked to in months or longer.

Example:

  • A co-worker you haven’t spoken to in a few months.

  • Someone from school you haven’t seen since graduation.

  • A past client you haven’t followed up with in a while.

  • A friend or acquaintance from church.

Step 2: Make Them a Positive Priority


Write down one positive thing about your Priority Person. This shifts your mindset from negative (you haven’t talked to them in a while) to positive.

**The more specific, the better!

Example:

  • Eric: Eric and I go to the same men’s group together. I really enjoy the insight he brings.

  • Paul: Paul is a past client and he was great to work with, worked hard, etc.

Step 3: Select Priority Call Type

Identify the type of Priority Call you will make to them. Really think about what you think will resonate with them the best.

  • Connection Call: A friendly conversation to build a relationship.

  • Problem-solving Call: Aiming to help solve a known problem for the person.

  • Referral Call: Asking for referrals or keeping an ear open for referrals from family, friends, co-workers, etc., looking to buy or sell a home.

Example:

  • I know that I haven’t talked to Casey in quite some time, so I’m just going to do a Connection Call.

  • I know that Eric has a business, so I’m going to make a Problem-solving call to him to see how I can help him with his business.

  • I know that Paul is a great past client/had a good experience, so I’m going to be making a Referral Call.

**Stay true to the purpose of the call. Typically all calls will start with a little bit of a Connection Call, but otherwise stay true to the call type.

Step 4: Make the Call

It’s time to take the leap and make that call. Use the positive note you wrote about your Priority Person in Step 2 as your opening line. This approach not only makes them feel special but also sets the stage for an authentic and meaningful conversation.

Example:

Start with Genuine Appreciation:

  • “Hey Paul, it’s Robert. I wanted to reach out and say how much I appreciated working with you on your last home sale. Your dedication was inspiring.” (Positive from Step 2/Connection Call)

Introduce the Purpose Naturally:

  • “Listen, right around this time of year you’re going to be hearing people talking about moving, mortgages, and other real estate-related topics.” (Referral Call)

Bring in the Ask Naturally:

  • “All I want to ask is that if you were happy with the way I helped you achieve your real estate goals, that you’d refer one person to me in the next few months.” (Referral Call)

Why It Works: Starting a conversation with a positive and sincere appreciation disarms people and makes them feel valued, while knowing the purpose of the call keeps you focused and intentional. These elements transform the call from a sales pitch into a meaningful conversation, fostering genuine connections that cultivate a desire to WANT to work with and refer you.

Remember, you’re just one authentic conversation away from building your greatest referral partner to date.

Would you spend $10 to make $100k?

If not, move on. If you would, then keep reading.

On Tuesday, February 4th, we kick off Round 7 of our $100k in 100 Days Challenge! 

Here's what you get:

  • Intensive Coaching: Learn from top-producing agents and industry leaders.

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Watch the LIVE Replay

As an appreciative reward for reading this far, here’s the LIVE replay featuring Art Kelly of The FriendMaker book.

REPLAY (←click. You’ll need to join our FREE Facebook Group, The Agent Alliance, to view it.)

SLIDESHOW (← click. View the slideshow used during the call.)

Drop a comment on the video and let me know what stuck out to you!

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Disclaimer: The content provided in this newsletter is for informational purposes only and does not constitute financial or professional advice. Please consult with a qualified professional and conduct your own due diligence before making any decisions.