“What I’ve been doing just isn’t enough anymore…”

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^ That was the tipping point conversation with myself in 2015. 

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Sticking to the same old things and expecting bigger results is a recipe for mediocrity.

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So that’s when I made the official decision NOT to make Realtors my primary referral source. 

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And look, Realtors will always be a part of my business…

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But relying on them as the primary driver of referrals? 

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That’s not the move.

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In business, this is called “concentration risk,” which means unmitigated risk through having ONE lead acquisition channel.

In Spanish, this is referred to as  “no bueno”. 

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So, mi amigo, we must help you diversify your referral partner avatar. 

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And two are waiting for you to show them more love in 2025 and beyond:

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1️⃣ Financial Advisors

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These professionals work directly with financially qualified clients who trust them for guidance on major financial decisions -- like purchasing or refinancing a home.

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The best part?

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Unlike Realtors, Financial Advisors:

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Don’t split their referrals between multiple LOs.

Don’t call you after hours or on weekends

Don’t only refer purchase leads, but refinance leads as well.

Don’t commoditize and monetize you for Zillow co-marketing $$$.

…the list goes on and on and on. 

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And if you are not in an active relationship with at least 10+ FAs… you’re leaving millions in production on the table.

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I did an entire virtual masterclass about this not too long ago, so if you missed out on that, I’ll drop you the replay. 

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Just reply “Financial Advisors” to this email, and I’ll send you the link. 

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2️⃣ Closed DataBANK

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Your transacted customers and clients are your warmest leads.

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Customers = transacted 1x, never referred

Clients = transacted 2x+, and/or referred 1x+ lead

Oh, and since we’re being technical here:

I refer to my closed database as current clients, not past clients. 

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This helps me reframe my approach and motivates me to improve my value-sequences at every touch point with them (forces me to “date” them to always work to earn their future business) 

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They already know you, like you, trust you, so the next step is to get them to LOVE you. 

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Yet most LOs do the loan, close the deal, and move on, never realizing the goldmine of business sitting in a structured follow-up system forever. 

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A nurtured closed database can send just as many referrals as any Realtor…

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And they’re not referring you to 3 other LOs. 

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So, if you’re serious about building a lasting business, it’s time to stop exclusively chasing Realtors like every other LO…

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And start diversifying your referral portfolio with sources who are EXCLUSIVELY referring you.

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Build relationships with Financial Advisors.

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You will find this a great opportunity to refer our unrepresented sellers and buyers to your best Realtor partners. 

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Build relationships with current customers and clients like your business depends on it (because it does).

Most LOs work so hard to get the business they forget to keep the business. 

Work smarter as we lead into what I believe will be the roaring 20s in housing. 

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GO! Time.

Amir

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