So I met Zack a couple years ago and I send all my clients your way because honestly
I've never had a single client that didn't get a quote from you and then
decide to work with you. They get exceptional service and I also hear from
all the lenders how appreciative they were how quick and efficient and
accurate your work was.
You've connected me with a with a lender who's sent me a
couple of referrals so you know, it all works out.
I gave you an air high-five, there you go.
I don't have enough cash with me to hand out.
No, but -- thank you and that's that's exactly what we're
trying to do here.
I think it would've cost less for us to just go pick the chocolate ourselves.
From Lake Champlain?
Yeah... you picked chocolate, right?
I have to say though like I've
truly missed what we do, when we're not doing it, yeah like I really do.
That's good.
Hey so for those of you that don't know Keller Williams is one of the
largest real estate companies in the world. We're here in Westborough today to
present in front of their team.
Yeah one of the things Matt and I are both obsessed
with is trying to solve pain points for our referral partners and for people we
trust who are trying to figure out how to work with G&N.
Keller Williams is a great example we have some awesome traction with a lot of individual agents
but we're always trying to find what is the needle mover as Matt says a lot to
getting a volume of referrals and to helping their industry.
So we're here today with 20 to 25 of some top producing agents thanks to Jim Keenan
who Matt and I know really well who runs this office and we're just going to try
to have an open strategy session.
That's our strategy today is to go in tell them a
little bit about who we are but instead of just saying this is what we can do
for you ask what will matter and then provide.
But we know long term that to
create a referral partner that lasts we have to do something in their daily process.
G&N do an RD.
Let's go.
We've brought a bottle of champagne for you guys
Oh you're so sweat.
Yeah, no problem.
I thought you said it was for me?
So everyone that is in here is either on the verge of building a team or has a team.
And they're looking at doing it the right way.
Investing back in the community to get you guys to the
production that you want to be in intrinsically helps all of us.
Hey Matt, Brad Knowles.
Hi nice to meet you.
Hey it's Zack.
Hey Zack, nice to meet you.
Thanks guys for a couple minutes.
We're G&N Insurance right down the road in Southborough.
Just want to commend you all for investing in yourself that's it's definitely the next
stage to get to scale and it's something that we've been spending so much time on
over the last eight years we started the company eight years ago.
Seven and a half or so?
We're gonna make it to eight though.
Yeah, we'll make it.
So insurance agency at the core we're an insurance agency we write
for almost every insurance company in the state--
Oh, oh shoot I had one job!
Ok.
Difference between our agency and all the 13 other other agencies in the state everyone
will say they do everything they're generalists, we're not we're not
generalists we are specialists and we only only specialize when people are
purchasing real estate. By only focusing on that element of that one time period
in someone's life we become really good at that one piece.
In the last year we were awarded BBJ best place to work for a 2017 Award winner little town in
Southborough we got it done and made to the big city and we are in Inc 5000
fastest-growing private company in America, I think the fastest insurance
agency in America. So we have a culture award and we have a financial award.
So this is actually the first PDF we've done in 2017.
It might be the first ever.
So one thing we do is we brand very well we use Facebook very well we use
Instagram very well we understand how to create that type of marketing and that
kind of demand so we're trying to have a brainstorm with you guys because right
now who here refers insurance on every single deal?
awesome awesome awesome.
So we're trying to figure out how do we gain that value so that every single
hand goes up every single time.
Just to open it up anyone want to share why they
refer insurance to begin with?
Personal experience is the 1800 number, you're calling a big company
So that's why I refer the people that I do because you get them on the phone.
Just a little bit more accountability.
Anyone else want to share?
Same thing, I mean one of the things I teach is that we're the only people who owe the client
fiduciary duty throughout the process so that referral is just as
important as anything else that we deal with in the process.
So having go to partners either in the insurance industry the mortgage industry
whatever it might be those are people that I want in my team.
Our most successful relationships frankly the most successful professionals in the
real estate community or mortgage lending or -- they believe that same thing.
What are you guys currently doing with your realtor partners that boost their
social media presence because you're so good at it by taking them and
spotlighting them in your world.
For our loan officer partners that refers volumes to business
or need help marketing what have you we do a lot of Facebook advertising for them.
It might sound obvious and easy but if you were to do Facebook advertising
you are only able to get in your algorithms whereas we have a totally
different subset of market than you guys have and so we've been really successful
at trying to grow brand we wouldn't charge for that that's something we like
to do so it's going to help us down the road and we'd love to develop a win-win
solution that we can help invest in your growth.
Is that interesting or exciting
to anyone would people value that type of support whether it be target Facebook
marketing or anything in that sort?
I would save retention follow-up, so after the clients close by you and them, where's the follow-up process
and how can you apply it to your partners to be on you with that.
Whoever introduced that client to us is logged as the individual that we're
that we're bringing up every time we touch that
so we're reminding them why they were introduced we have specific templates to
highlight those individuals who are introduced, so Jim Smith mortgage lender
referred them to us, we're reminding them of the Jim Smith relationship.
If you are looking for our financial advisor we ask every single client and renewal
financial advisor estate planner yada yada yada and if they say yeah I need
help I would love an introduction to that we go back to Jim Smith and we ask
who do you want to refer.
We go directly to you and say give us your best
plumber in Marlborough. So that's the key is that where we have an
abundance mentality because this is not the primary driver of growth what we
understand it could be the primary driver for you guys.
That's the gold nugget right there, what service do you buy and just talk about that more.
Is that piece though compelling enough to create behavioral change from someone who either doesn't
refer insurance already or--
How many referrals did you give out in a year? 700?
About 600.
Yeah.
How much is a referral worth to you guys?
We really like to connect
players with power players and we really like to grow brand brand is something
Matt and I are obsessed with. So what we're asking for is challenge us talk to
us about how to grow your brand talk to us about connections you want to make we
want to help you guys it's why we're here.
Seriously that's like that's how you create lasting relationships that work
for five 10 20 years you know you really invest in their growth so yeah thank you
Really appreciate it.
That was rocking. Thanks.
Hey guys, here at Keller Williams Westborough with Jim.
How's it going!
Matt.
We just spoke for Keller Williams Westborough
for our class and just a great start to the Monday have a
great Monday guys.
I want the glasses back.
Boom! Thanks.
Thank you Jim appreciate it.
Thank you guys, thank you for coming in.
That was cool.
Yes!
Okay so--
So we uh
Did you see a bird or something?
So 5 or 6 episodes ago on Bobble On, we
actually gave a presentation here at leader Bank here at Needham
Massachusetts and at the end of the meeting if any of you saw we we told
them that we'd come back and give them all personal bobble heads of themselves
if they attended.
And we're really just excited to kind of do the follow up
activities I think that's something that we are kind of really preaching in this
episode, something Matt & I are constantly trying to improve upon is the
follow up it's the execution of the promises that we made because this is a
really big partner of ours we need to stay on top of mind for the individual
producers as well as the management.
Enjoy your week. Happy Monday.
So we actually have a little surprise--
This is a mistake.
Yeah.
This person isn't a loan
officer or realtor or an attorney but they have a really big impact on our
business yeah almost like they capture everything that we do edit it.
Make us look a lot better taller but we got we got our masterful videographer his own
bobble head.
Is it gonna be beard or no beard? What do you think?
Ooooooh. Good head game.
Look at that!
Solid, looks a GQ model.
Welcome to the crew.
Yeah welcome to the crew, thanks
for everything you do.
BOBBLE ON!
BOBBLE ON!
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