Working by Professional Referral

Podcast Interview: Professional Referrals

How Aubrey Martin Grew Her Real Estate Business 100% by Referral

Aubrey Martin is a real estate agent who has built her business entirely through referrals – no cold calling, no internet leads, just genuine relationships and a commitment to serving others. In just 7 years, she’s gone from zero to 50-75 transactions per year, all while maintaining an exceptional level of service.

The secret to Aubrey’s success? She’s mastered the art of professional referrals. 40% of her business comes from other service providers – financial planners, lenders, contractors, and more. But Aubrey doesn’t just collect referrals – she actively promotes the businesses of the professionals she works with, creating a “micro-economy” of mutual support.

“I’m not reinventing the wheel here,” Aubrey says. “I’m just doing things that I’m comfortable with, which is getting in front of people, finding out about their business, and learning how I can help them succeed.”

This giving mindset is the foundation of Aubrey’s approach. Rather than focusing on what she can get, she asks how she can serve. She hosts client events and a annual “gratitude dinner” for her professional partners, building genuine relationships that pay dividends.

Aubrey has also taken this model to a new market, expanding her business to the Seabrook community where she spends part of the year. By tapping into her existing network of service providers, she’s been able to quickly establish herself as the go-to agent in this new area.

The lesson? Success in real estate isn’t about chasing the next shiny lead source. It’s about building meaningful connections, providing value, and putting others first. As Aubrey says, “There’s really not a greater joy than when I can refer someone to someone who I love.”

Ready to think bigger in your real estate business? Connect with Aubrey on social media to learn more about her proven referral-based approach.

Summary

Justin Stoddart discusses the untapped potential of professional referrals in the real estate industry. He interviews Aubrey Martin, who built her business by referral, serving 50-75 families annually without buying leads. Aubrey’s business is 100% referral-based, with 40% coming from professional networks. She emphasizes the importance of genuine relationships and community involvement, hosting events to maintain client and professional connections. Aubrey’s strategy includes leveraging social media to promote service providers and maintaining a high level of service to cap her client intake at 60 families per year.

Action Items

[ ] Continue to build relationships with other professionals and find ways to promote their businesses.
[ ] Organize client and partner appreciation events to stay top-of-mind and show gratitude.
[ ] Leverage existing professional relationships and community involvement when expanding into new geographic areas.
[ ] Adopt a “giver” mentality and focus on how to help others succeed, rather than just promoting oneself.

Outline

Building a Business by Professional Referral

Justin Stoddart introduces the concept of working by professional referral, emphasizing its untapped potential in professional service industries.
Justin Stoddart introduces Aubrey Martin, highlighting her success in building her business through professional referrals.
Aubrey Martin shares her background, mentioning her move back to Oregon in 2017 and her transition into the real estate industry.
Aubrey describes her business model, including her family’s involvement and her partnership with another solo agent.

Aubrey’s Business Model and Client Volume

Aubrey explains that she serves between 50 and 75 families annually, with a cap of 60 families this year to maintain service quality.
Justin Stoddart praises Aubrey’s approach of being honest with clients about her capacity, contrasting it with the typical real estate agent stereotype.
Aubrey clarifies that her business is entirely referral-based, without ever paying for leads or engaging in cold calling or door knocking.
Aubrey emphasizes the importance of networking and client events in maintaining her referral network.

The Power of Professional Referrals

Aubrey details her strategy of hosting events in the fourth quarter to set the tone for the following year, including a pumpkin event and a gratitude dinner.
Justin Stoddart highlights Aubrey’s success in growing her business without buying leads, contrasting it with the common practice of agents relying on internet leads.
Aubrey shares that about 40% of her business comes from professional referrals, including service providers like financial planners, lenders, and contractors.
Aubrey explains her approach of creating a micro-economy by spending locally and supporting other small businesses.

Building Relationships with Service Providers

Aubrey discusses the importance of genuinely connecting with other professionals and understanding their business needs.
Aubrey shares her experience of using social media to tag and promote service providers involved in her transactions, enhancing their visibility and reputation.
Justin Stoddart emphasizes the value of coming from a place of genuine service and support, rather than a transactional approach.
Aubrey highlights the importance of aligning with professionals who share her values and approach to business.

Expanding into a New Community

Aubrey describes her decision to expand her business into the Seabrook community, where she spends part of the year with her family.
Aubrey explains how she leverages her existing network of professionals from her Portland base to support her Seabrook business.
Aubrey shares her strategy of becoming an active and involved member of the Seabrook community, including creating a directory of local service providers.
Justin Stoddart praises Aubrey’s approach of taking a proven model and applying it to new markets, emphasizing the importance of community involvement.

The Joy of Giving and Networking

Aubrey shares her enjoyment of networking and the sense of fulfillment she gets from helping other businesses succeed.
Aubrey describes her client events and gratitude dinner, which are designed to foster relationships and promote referrals.
Justin Stoddart discusses the importance of staying true to one’s giving nature and the positive impact it can have on both personal and professional success.
Aubrey emphasizes the value of genuine connections and the long-term benefits of investing in relationships with other professionals.

The Role of Pro Insight in Aubrey’s Success

Aubrey shares how Pro Insight has helped her connect with other real estate agents and professionals, fostering potential referral partnerships.
Aubrey highlights the importance of collaboration in the real estate industry and how Pro Insight facilitates learning from top industry professionals.
Justin Stoddart expresses gratitude for Aubrey’s positive feedback and emphasizes Pro Insight’s commitment to helping agents work by professional referral.
Aubrey encourages other agents to leverage Pro Insight’s platform to build their referral networks and enhance their business strategies.

Social Media and Community Engagement

Aubrey discusses her approach to social media, focusing on promoting other businesses and using it as a tool for good.
Aubrey shares her reluctance to engage with social media personally but acknowledges its value in building her professional network.
Justin Stoddart praises Aubrey’s strategic use of social media to highlight and support other professionals, reinforcing the theme of giving and service.
Aubrey emphasizes the importance of staying focused on one’s goals and using social media as a means to serve others rather than for personal gain.

Final Thoughts and Call to Action

Justin Stoddart encourages listeners to take action based on the insights shared by Aubrey and to think bigger in their own businesses.
Aubrey shares her social media handles and invites listeners to connect with her and learn more about her approach to business.
Justin Stoddart thanks Aubrey for her contributions to the podcast and the Pro Insight community, expressing excitement for her continued success.
The episode concludes with a call to action for listeners to go think bigger and take steps to implement the strategies discussed.