90% of their business comes from referrals.
That doesn't happen by accident.
Holly Frandsen on the touches that keep past clients talking.
Tracy Hayes' framing: whoever you're working with right now is your billboard for the rest of your career. How well that billboard talks about you depends entirely on the service you gave them — and on whether you keep reminding them you exist.
Holly Frandsen says roughly 90% of the Frandsen Team's business is referral. The reason isn't luck. It's contact. Birthdays, home anniversaries, a congratulations when a baby arrives, flowers when something big happens — all of it tracked in the CRM so nothing slips.
Their brokerage puts a number on it: touch your sphere minimally once a month.
Holly's point is that they do it from a friendship standpoint first. But it also means when a past client's friend says "we're looking to buy," her name comes up immediately — because that client just heard from her a couple weeks ago.
Watch the full episode 👇
🎙️ Full Episode 338: tracyhayespodcast.com/338
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