#124 Mail Right Show: Take Control of Your Referrals & Grow Your Business

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We have a great interview here with our special guest Stacey Brown Randle who is the founder of “Take Control of Your Referrals” which is all about a process that will allow you to build a book of business based on getting quality referrals leads on a regular monthly basis. Thomas discusses with Stacey on some of the basic mistakes that people do on a regular basis connected to developing a referral network.

Take Control of Your Referrals & Grow Your Business

Stacey is the Business Growth Accelerator who figured out how to grow her business and now work with other business owners to help them do the same. Her mission is to help people make more money and find more time. If you follow her work (receive her tips, downloads, training videos) you will find she is passionate about teaching you to understand referral marketing, client experience, business growth and being more productive.

Here’s a Full Transcript of Our Interview With Stacey

Thomas: Welcome back my friends to the Mail-Right Real Estate Agent Podcast show. We have an awesome guest today for episode 124. Her name is Stacey Randall. She’s with Growth by Referrals and I want to introduce her right now. Stacey, welcome to the show and tell us a little bit about yourself.

Stacey: Yes. Thank you, Thomas, for having me. I appreciate it. It’s always a pleasure to come and share the message of how to generate referrals without asking. Without having to do that uncomfortable ask with anyone and everyone. So I’m excited to be on your show today and share my knowledge and what I’ve learned through my journey from one business failure to a successful business built by referrals that I never asked for. Triple digit referrals every year for at least the last 4 years or more now. So I’m excited to share that with everyone and with you guys.

Thomas: All right. And I’m anxious to dive into it because I have a working by referral business for the last 18 years in Real Estate. You and I share some philosophies and then we differ on some but luckily you have an open minded show host here and I’m anxious to learn.

Stacey: And I’m always willing to tell people that they’re wrong.

Thomas: Thank you. You and my wife went to the same school of business, didn’t you?

Stacey: Actually, we get that when we become wives.

Thomas: And if we’re good husbands, we take it.

Stacey: That’s right. That’s right.

Thomas: Well, Jonathan, before we dive into these questions I have, how about you introduce yourself and tell everyone about yourself?

Jonathan: Oh, hi there folks. I’m the founder of Mail-Right. We’re a marketing software platform that helps you get quality leads for your Real Estate business. Mostly also using a great platform that you might have heard of before called Facebook. Back to you.

Thomas: Oh, really? Is that new?

Jonathan: Yes. No, you never heard of it, did you, Thomas?

Thomas: All right. And I’m Thomas J. Nelson. I am a Residential Realtor here in beautiful San Diego, California where I’m never too business to serve you and your referrals. You can find me on my website that’s conveniently called thomasjnelsonrealtor.com. All right Stacey let’s dive into this. So, first of all, I want to let people know that you have a fantastic, very resourceful website called growthbyreferrals.com. A lot of great information on your blog which conveniently is attached to your website. And for those that want to actually go on Facebook as Jonathan just mentioned, you have your own Facebook page. So, a lot of good resources online before you ever sign up for anything and a lot of good free stuff. I’ve actually gotten a few resources from your website for free.

Stacey: Good.

Thomas: Yeah. So I love it. I’m going to ask you probably an obvious answer question but I’m still going to ask it because I believe there’s a lot of people that still haven’t caught on to the working by referral method. What is, in your opinion, the number one benefit to working by referral?

Stacey: So, I think there’s two main benefits and one I would say is more intrinsic and one is probably more extrinsic. And from that perspective what I mean is, I think one of the best benefits to you as a human to working by referral and to knowing that your business is generated by referral it’s actually like a vote of confidence in your business and there’s really nothing better than to waking up every day and being like, “Oh, yes. People find what I do valuable and it means something to them and it means enough to them that they want to share it with other people. And I think that is that human drive need for why referrals are so great and I think you could say that’s a business reason too. But I really think that’s the personal reason why referrals are the best. It’s just a constant daily reminder that you are awesome and we could all use that. And then I think the other reason is, is that referrals are just easier to work with. They’re easier to close. They’re quicker to close. They’re less price sensitive. And they’re ready to buy. If they’re set up for you correctly and they’re a true referral and they’re not what people refer to as word of mouth or a warm letter introduction. Those aren’t referrals. But if they’re a true referral, then they show up ready to buy, they’ve already identified their problem, they’re looking for someone to solve it and you’ve been recommended to them. So you’re the person they trust. So they’re just easier to close. And I think that’s the other top reason for why working by referral I think is so important.

Thomas: And I would agree with those reasons. It’s why I do it. Let me ask you this. Let’s go to the other side of the coin. Why do people feel compelled to refer? Why do people even refer other people to anything?

Stacey: You know, Thomas, if you look at the human dynamic and the psychology behind why a referral happens, it actually has nothing to do with you. It has nothing to do with the person who’s actually receiving the referral. And I think a lot of advice out there has twisted that over the years to make it like people want to help you. Helping you is a bonus, right? The fact that you pick up a new piece of business is a bonus but it’s not the reason why anyone refers. The reason why someone refers is because they know of somebody who has a problem and they don’t have to be married to this person to know that they have a problem, right? These problems can come up in just casual conversations like, “Hey, I’m dealing with this”, right? Or, “This is my issue”, or, “We’re looking to do this. We’re looking to buy a house”. And so when those conversations come up, the person that’s talking to them that’s going to say, “Hey. Go call Thomas. You’ve got to work with Thomas”. They’re doing it not really for Thomas but for the person what we’re doing on our referral sources, the people bringing us referrals, then that is actually the benefit of what we’re looking for when it comes to actually having a business that’s sustained by referrals. It’s not about you. It’s you. And it is about the person being referred to you who has a problem and the person who is doing the referring, the referral source.

Thomas: Yeah. Yeah. People have asked me that question. I co-lead Networking groups for the Chamber of Commerce here in San Diego. You know, what I share with people too is that they, you know, if I go see a great movie and I want somebody else to have that same good experience, I’m not doing it to send business necessarily to the theatre. I want my friend to enjoy a good movie that I felt was worth their time to go see or enjoy a great dining experience at a restaurant. And to your point, so the restauranteur benefits from that but that’s not my number one goal when I’m sending that person the referral.

Stacey: Right. It’s like if your wife were to send you a referral, it’s because of you.

Thomas: Yeah.

Stacey: But anybody else, it’s not really because of you.

Thomas: Yeah. Not even Mom.

Stacey: Right. Well, maybe your parents. Maybe we can go with your parents and maybe we can go with your wife but after that, you’re kind of done. It’s the other person.

Thomas: Yeah. Well, actually, I was making an inside joke because in my world, my Mom was a Broker so I wasn’t getting any.

Stacey: Well, then, it’s totally different.

Thomas: Okay. So, I want to ask you something that comes right off your website that I was reading about and I’ve enjoyed some of your videos too. You talk about the four reasons why people do not receive a referral and what to do about it. Can we dive into that a little bit?

Stacey: Sure. Absolutely. So, I think the very first reason why people don’t receive referrals and I think it’s the one that makes me a contrarian to most of the advice that you’re going to find out there is that I actually don’t believe you should be asking for referrals. So, I find when people ask for referrals, sometimes you will have a result. There are always going to be some that will have a result when they ask. And it’s not the first ask that I’m more concerned about for people, it’s when you go back the fifth time and the tenth time and every time that you ever see anybody and that you’re asking for referrals. And I know the advice that’s out there. If you have a problem, I mean, I’ve read all the books. I’ve seen all the stuff that’s out there because I wanted to build a business based on referrals. That’s why I started down my path. And this was years ago when I started a Coaching practice and a business in Productivity Coaching practice and I wanted to build my business on referrals and all the advice out there is to ask. And if you’re not willing to ask, as the advice says, then you’ve got some head trash that you need to get over. And I was like, “But there’s still people not asking. So we can’t all be wrong. We can’t all have head trash we’re unwilling to overcome”. And so, what I found is, is that the reality of it is, is when we’re always asking, we’re making it about us. We are. We’re just asking about us. Now, you can teach me a script and there’s lots of them out there that show, “How I positioned it to not make it about me and to make it about helping somebody else”. I know those are out there and I know that they work for some people. But when I teach people about why you don’t ask and what you instead is for the people who don’t want to do that. It’s just another option for the people who are like, “I can get referrals and I don’t have to ask”. There’s just another option.

So that’s the big reason why I tell people that they typically generate referrals is because they are asking. And if they are asking or they’re not willing to ask but they don’t know what else to do so they’re not generating referrals either. But that’s usually the biggie. The big reason is that you’re asking for referrals. Another one is that sometimes when you’re paying for referrals. Now, I understand in the Real Estate world, that’s different. So, I used to be a Realtor so I understand how it works. In the Real Estate world, if you were to refer me a piece of business for someone moving from San Diego to Charlotte and I was to work with them then there would be a commission that would come back to you as a cut. But that’s disclosed to the client up front and it’s signed off on paperwork and they know it’s happening and they understand how it works.

Thomas: Yeah.

Stacey: The ones where it’s standard and operating procedure within the industry and the ones where it’s expected, I totally understand because it’s disclosed. When it’s disclosed to the buyer or to the person that you’re working with that this is how it works, it’s not a big deal. But it’s those kickbacks that people don’t always disclose.

Thomas: Yeah.

Stacey: And I find that when you’re paying for them, that also commoditizes the relationship.

Thomas: Yeah.

Stacey: So when I ask you for referrals or I pay you for referrals, I just commoditized our relationship and that violates the actual and the ultimate reason why you would want to refer me which is to help someone you know, not to help me make another buck. And so, those are two really really biggies. And then the other one that I find that people sometimes struggle with is that they have to be referable. I think this like, “Uh, duh!”.

Thomas: You mean you can’t be a jackass?

Stacey: No, you can’t. Nobody likes jerks and nobody refers crappy work, right?

Thomas: Right.

Stacey: And what I think people don’t understand about that when I say, “You have to be referable”, is most people say that. Every expert out says, “Be referable. Do great work”. That’s not exactly what I’m talking about. What I’m talking about is, “Yes. You’ve got to be referable and yes you better do great work”. And it is the thing I cannot help you with. When someone comes to one of my programs or works with me, “You’ve got to do the great work on your own”. But what I’m talking about is having a client experience that’s not choppy. A client experience that is actually what I would refer to as sticky. And it’s that sticky client experience that makes people want to refer you. And it’s the people who, when they go through it they know, “I’m more than just a number to this person that I’m working with”.

Thomas: Right.

Stacey: And a sticky client experience, it’s doing the work part of that work really well. But then it’s also making sure that you’re doing the building a relationship part of that work.

Thomas: Yeah.

Stacey: I tell folks it’s a two-part formula. A sticky client experience has a two-part formula. The first part is and think about it like when you propose to your wife, right? So I going to assume that when you proposed to your wife you gave her a ring.

Thomas: I did.

Stacey: Okay. Most people didn’t everybody, most people didn’t, right? Speaking from females, I know we appreciate the receiving of a ring when we are proposed to. So think about the work you do as the ring and the proposal. So the work you do for your client, it’s like the ring. It’s the hardware. But it’s how you proposed.

Thomas: Right.

Stacey: It’s the packaging around how you proposed. Whether you did it like my husband in a hot air balloon or it came in a Tiffany blue box or whatever it is. That’s the relationship piece. And so, a sticky client experience needs the ring and it needs the packaging. It needs both to truly be a sticky client experience. You’ve got to build the relationship through the packaging and you’ve got to do great work as well as like buying the home or helping them sell the home or whatever it is. You’ve got to have both pieces. And so, when your client experience is choppy, I may be okay working with you but I’m sure as heck not going to send anybody else your way.

Thomas: Yeah. That goes back to what I was saying about wanting people to have a good experience that you had. They don’t refer satisfactory. They refer wow.

Stacey: Right.

Thomas: And if you’re not wowing them, you’ve got their business and you might get their repeat business down the road but you’re not going to get their advocacy.

Stacey: Right. And it’s that wow factor that I think people understand and they know they need to give it. And then they’re like, “I have no idea what you’re talking about. What does that look like? Do I have to spend a bunch of money?”. I’m like, “It is not the welcome mat at the closing table”. That’s not what we’re talking about for the wow factor. And what most people don’t understand is that if you’re focused on building a relationship with your clients, sometimes it doesn’t actually have to cost you any money to give them the wow factor.

Thomas: Right.

Stacey: They just have to know you care. I mean, for me, when people would start working with me when I worked with a lot of different business owners as a Business coach, the first thing I would do when they said yes to working with me and they signed their paperwork and we got their payment stuff all set up, is that they received a hand-written card from me in the mail that just said, “Hey. We’re about to start on a journey and we’re going to help you get to wherever you’re trying to get. And it’s going to be messy and it’s going to challenge you. And you’re not always going to like me and that’s okay. You’re not doing this alone. I’m your co-pilot”. And that was a card with a stamp that I just had to write and mail out the door before their first coaching session with me and that was a wow experience and it didn’t cost me much. But it let them know, “I see you. I recognize the work we’re about to do together and you matter to me more than just collecting dollars”.

Thomas: Yeah. My mentor who I’ve coached under for the last almost 20 years actually, is Brian Buffini. And he talks about when you sit down to write a personal note, the first question you ask yourself is, “How can I bless this person I’m about to send this note to?”. And so, you really have to put some thought into it. And from what you just told me about that personal note, that has the wow factor in it because it’s saying, “I recognize something you might be fearful of but I’m here for you”.

Stacey: Right.

Thomas: “And I’m anticipating some of the things you’re concerned about”. And by the way, just to jump back for a second. I love the analogy of the proposal, the ring and the delivery of it because that really made a concrete picture in my mind of what you’re talking about here. So I thought that was a great analogy because a lot of people think the ring is enough. But if you botch the proposal, I mean, because sales is like dating.

Stacey: It is. Yes.

Thomas: It is so close to dating it’s crazy. And that’s why I related to that analogy because I’ve always thought of sales as dating and you don’t want to propose marriage on the first date. So you don’t want to dive into closing when you first meet a person. And I know from watching some of your videos that falls under some of the rookie mistakes people make when they’re trying to work by referral. And I thought maybe we could talk a little bit about some of the mistakes you see people making when they’re trying to generate referrals and what you do to kind of set them straight.

Jonathan: Yes. But before Stacey answers that question we need to go for our break folks.

Thomas: All right.

Stacey: Darn.

Thomas: I told you he’d interrupt us.

Stacey: I know. Darn Jonathan. You’re just messing up our mojo.

Jonathan: There we go. That’s just my purpose in this show. We’ll be back in a few moments folks.

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Jonathan: We’re coming back folks. I’ve messed the show up. That’s my purpose in life but there we go. Back to Thomas and hopefully Stacey will be able to answer.

Thomas: That’s why it’s helpful for you to have that beautiful English accent Jonathan because it sounds so polite even when you interrupt us.

Stacey: Even when you’re being rude. It’s just so nice.

Jonathan: I do try . . .

Stacey: Just interrupt us again, please.
Jonathan: I do try and be polite folks.

Thomas: All right. So let’s talk about rookie mistakes. What do you see people doing wrong? But more importantly, how do you get them to change those habits?

Stacey: Yeah. So one of the big rookie mistakes that I see people make and there’s a lot of them and I kind of highlight a couple. And the reality of it is I always tell folks what I teach is not rocket science. You just probably haven’t thought about it in a way. And a lot of the experts that are out there when it comes to generating referrals, there’s a lot of things that we believe that are the same, that are similar. But then there are some areas where we kind of deviate too. And I think one of the rookie mistakes that I always help people understand is and that they have to kind of work their brain around to really grab on to is understanding that just because we’re not going to ask for referrals doesn’t mean we’re going to do nothing.

Thomas: Right.

Stacey: But it also doesn’t mean we’re going to send out a bunch of third party cards every single month and consider our referral work done. So there’s a little bit more to it. And so, one of the biggest rookie mistakes that I really see people make is like, “Okay. I’m not asking and I don’t want to send out a card every single month to so many people saying, “Let me know if you know of anybody. What else can I do?”. And I think a rookie mistake that people don’t recognize is there is some work involved and you’ve got to have a system. You’ve got to have a process that you follow. And that’s ultimately what I teach people is, “Okay. So what does this process, what does this system, what does referral generating plan look like so that you can actually stay and close contact with your referral sources”. But what I teach people and I see is another rookie mistake make is that they confuse keeping in touch with staying Top of Mind.

Thomas: Okay. Let’s talk about that.

Stacey: Yeah. They’re just two totally different things. And so, a lot of systems that you can use and I tell folks, “Tools aren’t necessarily the solution or tools alone aren’t the solution to generating referrals”. So people think about like sending out cards or notes or something like that and they’re like, “Oh, I’ve got the solution. I’ve got this tool. It’s the solution”. I’m like, “No. You need a toolbox and you need a bunch of tools in there. And the card you may send out that’s generated by a third party may be one of them or the hand-written cards may be one of them but it’s not the only one”. Because I don’t need to just constantly stay in touch. What I need you to do is to have a feeling towards me and is to have a relationship with me. And so, I can only develop that relationship with you if I have some ongoing outreach or some ongoing connection to you. And I deliver that with the program that I teach through touch points. These touch points aren’t something that somebody else gets to do for you.

Thomas: Right.

Stacey: And that’s where I tell folks, “There’s work involved. There is. But trust me, this work is so much better than cold calling or farming a neighborhood”.

Thomas: Yeah.

Stacey: And it should be cheaper which is even better. But it’s having a system and having a process so that you are actually connecting with your referral sources in a way that you probably haven’t paid attention to before to truly focus on building relationships and doing that in a way stay Top of Mind. It’s not about staying in touch. I can mail you or email you just about anything and stay in touch. But I want to stay Top of Mind. I want to reside in a place in your mind that is more than just one of, in your case Thomas, the thousands of Realtors you happen to know in San Diego. I want to be the, the, the only Realtor. I want to be the only person who comes to mind. And so, you have to stay Top of Mind in that way which means it’s all comes down to the relationship that we form. So, my philosophy is really simple. I always tell folks that referrals come from relationships. Relationships come or are maintained through ongoing connections and you can deliver those connections through touch points. And so, it’s not difficult. You’ve just got to build a plan and a system around it so that you can actually be meaningful and memorable to your referral sources. And just sending a card every month isn’t going to cut it.

Thomas: Okay. So basically, one of the big rookie mistakes is not having a plan or they’re inconsistent with their plan at best. So what you’re helping people do is have a plethora of tools to use that they kind of, would you say that they use them all on every person or are they picking and choosing the appropriate ones because they know that client needs something that that client over there doesn’t need. Are you customizing it? How does it work database?

Stacey: Yeah. Absolutely. When people are with my Growth by Referrals program, the way that it works is that we are looking at only your referral sources. Now, we have another system that we kind of use within the program that says, “Okay. You want more referral sources”. So referral sources are someone who has referred you. We also have what we refer to as soon to be referral sources.

Thomas: Right. Okay.

Stacey: So those that we want referring us. The reality is, not all your clients are going to refer you.

Thomas: Right. Okay.

Stacey: There’s just not. So we’re aiming for that 20 to 30 percent that probably will. So we’re focused on your referral sources or soon to be referral sources. And we are categorizing them and grouping them in specific ways for specific reasons. And then we’re delivering those touch points or that outreach to those groups because that’s how we’re actually able to automate it in some way so that we can actually manage it but it’s still personal.

Thomas: Okay.

Stacey: There’s still a personal touch to everything we do. But it does allow us when we group some things together and we automate some pieces of it, it just makes it more manageable. And I always tell folks if do a referral generating plan the right way and it actually has some memorable and meaningful touch points within it, like throughout the year, there’s months when you’re not actually having to do anything.

Thomas: Right.

Stacey: You’re not having to drive by and drop off. Drive by and see somebody or mail a card every single month. You actually can do things that have a bigger deal that let you do less throughout the year.

Thomas: Right. For example, I just threw a gratitude gathering last week pre-Thanksgiving party for my best clients and referral sources. And so, I had 70 people that are my greatest advocates show up. So instead of going to 70 different houses, they all came to me.

Stacey: Yes.

Thomas: One event, bigger impact.

Stacey: Yes.

Thomas: But I love what you said. You corrected me. My mindset was, “Okay. I’m doing this to my entire database. No. I’m doing this to my referral sources within the database but then that begs the question. Okay. In my mind, there’s two people then. There’s the obvious people that refer me because they’re already doing it. But those soon to be ones. How do you identify the ones that are soon to be versus the ones that never will? Not because they don’t want to, it’s just they’re not wired to refer.

Stacey: Right. So, I always tell folks, “There’s some people who never will. So you’ve just got to move on.

Thomas: Right. Right.

Stacey: You just can’t beat yourself up about these things. But there are other people that you now. So, you mentioned my blog earlier. There’s a blog article on the blog that’s called, “When You Need More Referral Sources”. So increasing your referral sources.

Thomas: Okay.

Stacey: And it walks you through some steps and there’s an activity you can download that’ll walk you through the four steps of what it looks like to actually say, “Okay. I need more referral sources. Now, these would be more from center of influence because clients are really just easier to turn them into referral sources but these would be more for centers of influence. But it works the same way for clients and it starts with identifying, “Well, who are those people in your database that are natural connectors that seem to know a lot of people? That aren’t completely shy and introverted though some of my better referral partners are shy and introverted so it’s not a personality thing. But it’s easier sometimes to identify the people who just seem to be a little bit more connected, who just seem to be a little bit more out there.

They’re on Chamber Boards and things like that but they may not be referring you yet. It’s kind of like cultivating those people and putting them through the same process and plan. Now, I always tell folks, the secret sauce for me is the referral planting seed language that I teach people to use during all those touch points. What do we say? So we’re never asking. But that we’re planting the seed to generate more referrals. And that language I think is the critical piece. It’s kind of that secret sauce. So the language we would use to those soon to be referrals sources would look different from someone who’s actually referred us because we would say different things. But you can still kind of take them through that same process but it truly starts by trial and error. And it truly starts by looking at your database and saying, “Okay. Are there people in this database that are really well connected that I should probably be cultivating a better relationship with to be able to see if I can generate referrals from them?”.

And so, I have a group right now that’s going through, they just joined the program right before Thanksgiving and they go into 5 weeks of guided support with me to get through the program and have their referral plan done before Christmas. And so, what they’re looking at is the exact same thing. They’re like, “Okay. We’ve got these referral sources and then we have these people we want to be referral sources”. But they’re putting them all in the same plan of running them through. They’re just applying different language.

Thomas: Okay.

Stacey: And we do that an ongoing basis. Because I always tell folks, “I think it’s great if you join my program or you my information that’s free on the website and you pick up a couple of referrals. I think that’s awesome. But actually what I’m most interested in is how many referrals you’re still generating, not 3 months from now but how many referrals you’re generating 3 years from now?”. Because that is how you build true sustainability and success and freedom in your business.

Thomas: Yeah. No. I agree. To steal a phrase from Brian, Brian Buffini, it’s recession proofing your business which I, unfortunately, got to see first hand from ’06 to 2011 because if it wasn’t for referrals, I don’t know if my business would have survived if I was just buying leads or doing some of the more transaction type things that realtors do to generate business. But what you’re talking about then is tapping into, like for me, for example, that would be me tapping into people that are prone to refer that may be like an attorney or an architect or a property management company. People that are already out, not only active in their networks but they’re also connected to people I want to get connected to.

Stacey: Right.

Thomas: I think we should be clear. This is not just a technique for somebody to use. You have to in your heart of hearts got to want to create these relationships with people or they’re going to see right through you, right?

Stacey: Yes.

Thomas: You can’t teach somebody to have a personality. They’ve got to have a desire to be in this mindset of and I would venture to say it’s a givers gain mindset where you’re not just taking from these folks, you’re offering them something and I would say first.

Stacey: Right. Absolutely. And I think that’s the mindset you always have to come from and I think that’s when I tell folks when they kind of land and find me. I’m like, “Here’s what I’m all about. I think you can generate referrals without asking, without manipulation and being authentic. But that authentic piece of who you are has to be one that actually cares”.

Thomas: Right.

Stacey: So, the person who’s only in it for themselves, this process, it will ultimately not work because you’re not being genuine.

Thomas: Right.

Stacey: And I think that’s the piece that people are kind of attracted to my program for and kind of attracted to the work that I do because they do feel like I’m only interested in you being genuine and you doing this for the right reasons. And the fact that your business is going to grow from it is awesome but ultimately we start with, one of those golden rules of referrals I always teach people is, “Give first. Make it about the other person. You’ve got to give first”. And I think that’s where Brian Buffini and I are completely in alignment in terms of what this looks like. It is all about the other person and how you can make their world better because it does come back around and givers do receive and they do gain and it makes the world a better place. I’d rather wake up every day and be giving to other people knowing that it’s going to come back to me in other ways as well. And so, yes. You have to come from the right place for this to work. That doesn’t mean there’s anything wrong that you want to generate referrals.

Thomas: Right.

Stacey: And that is ultimately what you’re after. But what it means is that you’re putting other people first and you’re being authentic and you’re being genuine and I think that matters because we need more of that in the world. We don’t need anything that’s more fake.

Thomas: Yeah. No. I would agree with that. We probably should have done this at the top of the show but I wanted to dive into how this all got started for you? How did you come up with wanting to put together a formal website and training, Growth by Referrals? Where did that evolve from?
Stacey: Yes.

Jonathan: I’m going to do it again. I’m sorry Stacey.

Stacey: Jonathan.

Jonathan: We’re going to have to wrap this up Thomas and Stacey can reply to this on our bonus content.

Thomas: Jonathan’s the King of the cliffhanger. So, folks, if you want to find out the answer to this and a couple other questions we’re going to ask Stacey, you’ve got to jump off of iTunes or wherever you listen to your Podcast and join us on YouTube now. But for the purpose of our Podcast, Stacey, first of all, thank you for joining us today and if people wanted to get in touch with you and find out more about you, what’s the best way for them to do that?

Stacey: Yeah. So they can go to growthbyreferrals.com and I actually have a page that I will put up for them. They can find a lot of the stuff you’ve talked about today. They’ll find that on one page, make it easy for them to find, growthbyreferrals.com/mail-right. And then that page will have all their information. There’s a quiz they can take. They can join my Free Referrals Without Asking Facebook group and get some more downloads, some freebies. Everything’s free on that page.

Thomas: Awesome. Thank you for that. And Jonathan, if people wanted to take advantage of your services, how would they do that?

Jonathan: Oh, it’s really easy folks. Go to the Mail-Right website. We’ve got a ton of information. All the Podcasts, video and just got a load of information. And also, we’ve started a Facebook group which I’ve got to discuss with Thomas but get that rolling a bit where we’re going to be answering your questions, getting more interactive with our listeners.

Thomas: Nice. Yeah. I just got invited to that myself.

Jonathan: You’re an Administrator now Thomas.

Thomas: And of course if you need to help whether it’s with buying or selling or just great advice or getting connected to the right people, I am a connector here in San Diego, California. I’m Thomas J. Nelson, a Residential Realtor with Big Block Realty and I’m never too busy for your referrals. And now folks I’ll say goodbye to you. On behalf of Jonathan and Stacey, thanks for joining us. But if you want to learn more about working by referral without asking, join us on YouTube right now. For our listeners, we’ll see you next week. Bye bye