Stacey Brown Randall: Growing Your Business Through Referrals
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The easiest ways to grow a business is through referrals. However, it can feel clunky and awkward. Stacey Brown Randall is an expert on helping business owners generate referrals naturally so that you don't have to compromise your values or your relationships. She is the award-winning author of the book Generating Business Referrals Without Asking and is also the host of the podcast Roadmap To Referrals. Listen as we discuss how to build a referable client experience, how to generate more referrals in your business, and how Stacey has built her business by being an expert on this important topic.
In this podcast hosted by Mike Swenson, we discussed:
- A key point of gaining referrals from others it to create a referable client experience
- Complications in real estate transactions doesn't mean you're not doing a good job, as problems come up, so it's important to manage client expectations.
- If you don't manage expectations, it's setting up a recipe for disaster.
- You can get referrals by publishing newsletters, marketing content, and setting up systems of regular touches in your CRM
- Knowing what’s real and impactful in your business is the number one tip to grow your referrals this year. Know what you're good at
- Using a testimonial is a great way to get feedback as well as promote what you're doing.
- If you want someone to be open and honest with you, you also need to be honest.
- There is always self-doubt in every stage of life, yet you want to continue to push through to grow and improve your business.
- Your strategy should be built based off of when referrals are given in your business lifecycle.
- To get a new clients, you need to work on relationship touchpoints by helping your client with what they are going through.
Timestamps:
0:00 - Intro to Stacey’s Career
2:03 - Real Estate Industry
4:11 - Referrals
7:25 - Extreme Ownership
10:06 - Referable Client Experience
20:12 - Important Things To Remember
23:06 - Help
24:26 - Parting Tips
27:37- How to find Stacey
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Full transcript here:
Mike Swenson
All right, welcome everybody to another episode of The REL Freedom Podcast where we talk about building wealth, gaining time and financial freedom through opportunities in real estate. And real estate is a contact sport. It's, you know, dealing with people building relationships. And so for a lot of people, you get business through referrals.
Mike Swenson
And so today's guest, we have Stacey Brown Randall. And she teaches business owners how to generate referrals naturally without asking, manipulating or incentivizing, which I know a lot of us in real estate do so that you don't have to compromise the value of your relationship. So you focus not only on real estate, also legal financial, professional services and design industries, multiple award winning author of the book generating business referrals without asking, you also have your own podcast and you're a national speaker, so a wealth of information, talking about referrals, so it's going to be most things referrals today. So welcome, Stacey. We're so excited to have you on the show.
Stacey Brown Randall
Oh, thanks, Mike. I'm excited to be here. I mean, I loved how you said real estate as a context for it. Because I think people like they know that. But unless they've actually ever been an agent, they really have no idea. I remember, back in the day when I used to have my license, my like, I don't know, it's first couple of months that I was a realtor and somebody says, How's it going? How's it going? I'm like, Oh, my gosh, I love everything about this industry, except for the people.
Mike Swenson
Which is all of it. No, I'm just kidding. Well,
Stacey Brown Randall
which feels like most of it, right? I'm like, Oh, my gosh, this is amazing. But you know, it is helping people make decisions when there's a lot of emotion involved and navigating that and staying nice steady, Eddie, you know, it's it's definitely something I think you get better at the longer you're in the industry.
Mike Swenson
Yeah. And well, and I'm, I'm an extreme introvert by nature. And so I know people, you know, that I've done the podcast with are intrigued to find that out, because they don't know me full time. But yeah, outside of this, like I want nothing to do. You know, I love talking with people. I like working with people. And at the same time when I shut it off, I shut it off. And it's go recharge and my wife's the same way. She's a therapist, and she just likes to recharge too. So yeah, it's it's interesting, but it's a it's a stressful industry.
Mike Swenson
Yeah, you're dealing with lots of money, lots of emotions, even from the referral piece, I talked with people. And that's like, you know, we need to set the precedent that there will be challenges, there will be complications during your real estate transaction. That doesn't mean we're not doing a good job. That doesn't mean that we can't get it across the finish line. But it's a it's a people industry mistakes happen. And so how can we kind of pre frame there will be hurdles in your way. It's not a smooth process to closing. And that's how we earn the five star, you know, testimonial from you. But it's we overcome those challenges. So yeah, it's a it's a tough industry.
Stacey Brown Randall
It really is. You know, it's so interesting. One of the things that we teach inside one of our programs called referral client experience. It's like everyone's like, Oh, okay, great. How do I do the referral piece right within the client experience and working with my clients, the number one thing we teach is managing expectations, like above anything else, like there's lots of great things we teach. But like, if you can't manage expectations, particularly in an industry where you don't control everything that's going to happen with your client and to your client and for your client throughout the process. If you don't manage expectations, it's like setting up a recipe for disaster. So I'm glad you said that.
Mike Swenson
Yeah, yeah. Now, having watched some of the material that you've you've done, the videos that you've done. There's a lot of misinformation or myths out there about referrals. And I think that would be a good place to start. What do you see out there that people like myself in real estate or people in other service industries like this, are talking about referrals? You're like, oh, my gosh, it's like nails on a chalkboard? I want to change your mindset about the referrals and how it works.
Stacey Brown Randall
Oh, my gosh, I really do love this question. Because it's like a week can't go by without me seeing some posts on social media or some newsletter that lands in my inbox, or just like seeing all the promotional and all the content that's out there around referrals. And I'm like, Oh, my gosh, you're doing such a disservice to the people who are going to read that and believe it. And it's not and I'm not saying it in terms of it, like a lot. One big thing I see now. So the the piece that you have to ask to get referrals, that bad information, that myth has been around for like I mean longer than we've been arrived, right. I mean, it's been around for decades, decades, generations. Same with incentivizing and the networking to know a ton of people. And some of those have been around for a really long time are like being promotional and gimmicky, which I see a lot in the real estate industry.
Stacey Brown Randall
But I call those my old school referral triggers, like the things people have been taught for decades about how to generate referrals. But the new stuff I'm seeing now is like, publish a newsletter, and you'll get referrals, or just do content marketing, and you'll get referrals or your CRM can give you referrals. And I'm like, what I was like, it goes against all of the science about what's actually happening, when referrals are happening. I'm not saying you can't put out a great piece on social media, and maybe have someone see it in the right moment and think, Oh, I've never been meaning to actually refer Mike. Right. I mean, I'm not saying it won't happen. It won't happen often. And it won't happen consistently. And that's usually what people want. When it comes to referrals. They want it consistently, they want to know that there's things that they are doing, that are going to allow the referrals to happen. And so it just Yeah, I mean, you can I mean, it drives me crazy.
Stacey Brown Randall
There's a lot of monitoring that happens sometimes on a weekly basis for me inside my office. Thank goodness, I don't work anywhere near where my children can hear me. But I see stuff like that, because I think it's just such an like, it's just such a disservice to the people who really want to understand referrals. And then they see something like that. And they're like, Oh, I just, I gotta do a newsletter, oh, I just got to do some content marketing, or I just got to put some posts out there on social media. I'm like, No, that's actually not how it's going to work. It may work that one time, and that'll be awesome. But if you're like me, you want it consistently.
Mike Swenson
One thing that really jumped out that I love, you know, obviously, we get shownotes of topics and things to talk about when we're on the podcast, and the one that jumps out to me, because I feel like so I was on the admin side of real estate for six years before I became an agent. And, you know, I would build systems to help our agents. And here you have how to build a referral client experience. And I think so many times the mindset around referrals is gimme, gimme, gimme, right. Like, I want your referrals, I need your referrals. And the reality is, is have we even focused on creating an experience that people want to refer to? Because how many businesses have we experienced where it's like, you know what, I'm glad I never have to deal with them again, or I've been on hold. I don't want to refer anybody to them. And so it's it's kind of the taking Extreme Ownership for your experience. Am I creating an experience that people even want to refer people to me?
Stacey Brown Randall
Oh, I love that you have that experience? Because and that expertise, because you see it, right? I mean, instantly, you're able to recognize, like, a lot of times people will say, okay, Stacey, I want to get more referrals, right? And I'll hear just like when one podcast host would be like, okay, great, what are the five steps to get referrals, and I love it, and we should talk about it, because they're great. But the reality is, I always have to come back and say, Okay, here's my disclaimer, if I'm going to teach you some of the strategies about how to start generating referrals, or getting more referrals from the people who've referred you in the past, the very first place, we have to start or I have to make an assumption that you're good at is that you actually have that referable client experience. And I don't mean perfect. And I don't mean nothing ever goes wrong.
Stacey Brown Randall
But I mean, you know how to set expectations, you have processes and systems in place, right? Like things can keep flowing throughout the process. And it's repeatable. For every single client, not just every once in a while a client gets this amazing experience, because you're really on it, right? And the rest of time, you're so busy, you're not on it, and other people get, like a mess, kind of experience, right? And so it really is like the baseline of everything I teach is that you actually have people have to want to refer you for you to be referable. Like, it's a very much a foundational piece of it.
Stacey Brown Randall
But I think people misunderstand what it means to be a referral client experience, because they're gonna say, Oh, well, I mean, I can't be perfect all the time. I'm like, good, because I'm not either, like that would be terrible to try to live up to that. And that's the only way to get referrals. And so what we teach and that referral client experience, it's a two pronged approach to that training. And we really look at your, your client experience, we break it down by the definition of it, the stages of it, the formula of how it works from the referral side of it, and then we talk about, okay, now here are moments where you can infuse referral seed language, or you can do a wow factor that will get you the potential to get referrals, if there are any to be gathered throughout the time that that client is working with you. It's not the only strategy your business needs in place.
Stacey Brown Randall
And in fact, it's not always the first strategy that I start with folks, depending on where they are. But it is absolutely one of the three foundational strategies. I tell folks, we have to get this right, if you want longevity with the referrals that you're going to receive. So yes, that referral client experience. It's one of our three foundational strategies that we teach. And lots of times I'm like, we can't go any further until we get this one fixed.
Mike Swenson
So what would you recommend or kind of what do you see out there in terms of a referral client experience? Where are there gaps, you know, because we all have blind spots, and a business owner likes to think their business is the best business possible. So where do you typically see some of those gaps where maybe they're dropping the ball, and they're not seeing that kind of referral client experience?
Stacey Brown Randall
Yeah, so this is one of those that I would say that, I feel like this piece gets overlooked. Because we're so excited to get the new client, we're like, yes, we got the agency signed, we're gonna put we're gonna do the things we need to do to get their house ready, do the things we need to do, right? To help them purchase a house, whatever it is, like you get the new client and it's like off to the races to get that client going with the work side of the client experience. And they forget the relationship side. And you want to start building that from the beginning. So we break client experience down into you have an there's a new stage, then there's an active stage, and then there's an alumni stage. So unless you're in a business where your clients never leave you like a CPA, you want to do their taxes every year financial advisor, you want to manage their money every year, they never leave the active stage.
Stacey Brown Randall
But for most of us, they're new, and then they're active. And then they're alumni. And obviously, they move from active to alumni when you're done working with them, right. And but you have to determine how long your new stages some like, usually, it's like a moment in the client experience or like, okay, when this happens, now we're in active stage, it's usually very seamless. And some people have very short new stages, and some people have very long ones. But throughout the new active and even alumni stage, most folks are really good at executing on what we call the work touchpoints. It's getting the contract signed during the negotiation, sending over the paperwork, having the conversation talking to a client off the ledge, right? They're really good about like that work, touch points. And that's anything and everything is where you're actually delivering work, or even it's a communication or conversation, right, it's still about work.
Stacey Brown Randall
What they missed, there was that relationship piece, it's the relationship touchpoints it's the touch point to do that build those relationships. And there's really early on, the key one that I see people miss is the being so happy to get a new client and off to the races you go is forgetting what your client is thinking and what they are going through in that moment. And when somebody makes the decision to work with you, and I'm not ever talking about a repeat client, because by its very nature of someone coming back to you, again means you're doing awesome, right? So I'm not talking about I'm talking about a new client, even when they're referred to you, right, but a new client that's made the decision to work with you. We all do it. Even when we buy a pair of shoes, it doesn't matter. We all do it. We have momentary feelings. And the bigger the purchase, the longer those feelings last a buyer's remorse.
Stacey Brown Randall
And so many people overlook that. And that was something I figured out pretty early on in the this business when it was its first iteration before I moved it to just focus on referrals. It's realizing at the time I was a productivity and business coach is realizing like that I'm about to pay this person a whole bunch of money and talk to them about all of my problems and have them fix it. Oh, do I really want to do that? Like that was the buyer's remorse moment people had after saying yes to working with me, you know, when I was a productivity and business coach, and the simple things like just a handwritten note, with a very specific message addressing the buyer's remorse can move mountains in terms of the being like, oh, yeah, I totally made the right decision. And hiring Stacey or I totally made the right decision in hiring like, and so most people write that thank you note, right? There's people listening right now. And they're like, oh, yeah, I totally write that. Thank you. I'm like, thanks for being the client side, my name. That's not what I'm talking about.
Stacey Brown Randall
I'm talking about and you can use the same language, you don't have to like try to come up with a different note, every time you do it, it can be repetitive, because it's still speaking to the buyer's remorse moment. But just take some time and really think about what are they thinking? What are they going through, and making sure they know that you know that, and you've got everything in control, and that you're in this journey together. So we call the one I teach my clients and within referable client experience, is what we talk about is it's the journey card, I'm on this journey with you. And that helps us and the length.
Stacey Brown Randall
So you know the architects may use something different than the real estate agent than the financial advisor. But it's like, Hey, I'm your copilot, we're on this journey together. And just really recognizing that level of comfort. Because remember, for someone to make the decision down the road or right away to refer you, you still have to get to the know like and trust factor, right? Just as they have to go through know like and trust to decide to hire you. They get to go through it again, while they're working with you to decide they're going to actually put their reputation on the line and refer to you.
Stacey Brown Randall
Now of course people who aren't clients can refer you to we've talked about all different types of referral sources, but when we're talking about clients referring you, they have got to feel taken care of, and like Hey, and if it does go south, I know Stacey's gonna fix it, because she's addressed early on, usually in the buyers journey step before they say yes, and then reiterating it in the new client stage. Here's the expectation of what could go wrong and what What we need to deal with what need to be prepared for? So yeah, I think that's probably an easier one that folks can just a tactical practical tip like, okay, let's make sure we implement this. And really just meeting the client where they are emotionally,
Mike Swenson
what thoughts do you have, in terms of getting feedback from them throughout the journey? You know, so let's just say here, you know, I'm an agent, we've got our process here. Maybe asking, asking for feedback throughout the process or a satisfaction survey throughout the process. I'm not talking about at closing afterwards. But what are your thoughts? Or what tips do you have for people kind of throughout the journey? Now it's different if it's a point of sale, like I bought something, and now I'm out the door here, you know, we're, it might be 3060 90 days, we're working with people, but what what tips do you have? Or what thoughts around that?
Stacey Brown Randall
Yeah, I think the biggest issue is always making sure you're gonna get what they're really thinking. Mm hmm. So I think when you do it, and how you do it, and the delivery mechanism of doing it is going to matter whether or not you can actually pull out of them. What if you're really wanting feedback versus just future language, maybe you'll use in a testimonial. And if you're really wanting to pull out feedback, I think it depends on like, kind of when you're doing when you're doing it, what they're going through in that journey, and are the way that you're asking your questions or requesting that information, going to have them give you what you really want to hear about truly how it's going.
Stacey Brown Randall
Because there's always self doubt happening, no matter what stage people are in, as they're moving through this process. It's just natural, right. And so if you don't prepare them in advance that, hey, throughout this process, I'm going to reach out to ask you how it's going, it doesn't serve either one of us for you, just to tell me everything's fine. And if it's not, those are going to be your moments to tell me or you come to me and tell me if I haven't asked you how it's going. But if you want someone to get open and honest with you, you need to tell them when you're still like in the honeymoon phase, that that's going to be something you're going to do. And then you can use that same language when you actually reach out to get that feedback.
Mike Swenson
Because I'm thinking, you know, moving one step upstream of the referral client experience, can we get their feedback to find out if we are giving a referral client experience to them. And what I find with a lot of people in real estate, the hard thing is, is like, they don't necessarily want to know their wounds, you know, like they, they're, they're, you know, from a DISC profile, they're a high, right, so they're a people pleaser, they don't want to hear that people aren't happy with them. And I think that's sometimes what stops people from asking for feedback throughout the process is because they frankly, don't want it to hurt their ego or them to feel bad, because they get all their joy in thinking that I'm making everybody happy.
Mike Swenson
And so I think that's a realistic, hard thing. And I consult real estate teams, and help them with setting up admin processes to. And that's what I find from people as it's the hard thing is like, I kind of am afraid to ask, because I don't want to hear that I'm not doing something well.
Stacey Brown Randall
Yeah, it's interesting. You know, I work like you said earlier with a lot of different industries. But when I am working with a real estate agents, like if I didn't know they were an agent, I would know it by some of the conversations that we have. But when we're going through identifying, like, Who are their existing referral sources, which is usually an agent's low hanging fruit in terms of where you can start getting more referrals quicker. And it's usually where we start, it's like, let's start with people who referred you in the past, and then take better care of them with my methodology and my language and stuff to get more referrals from them. And it's always interesting when they're going through that list of referral sources. And then they're looking through that list.
Stacey Brown Randall
And some of them are clients that you know, that have also referred them and they're like, oh, yeah, they referred me early on. And then it wasn't a really good experience that they had with me as a client. And so people start getting removed. And sometimes I'm always, I always ask the agent, is it true? Like, are you sure? Or is that just what's up in your head? And I think it's important because we're so close to things. I mean, we know when things blow up, right? I mean, there's some things we're like, we can tell someone's mad, but like, it's also that it's managing that relationship throughout all those pieces, which always, I believe puts you in a place of like peace when things blow up, because yeah, I told you, they were going to let's talk about it. That doesn't make you a bad person doesn't make me a bad person doesn't make that crazy buyer, a bad person just made me make some crazy, right?
Stacey Brown Randall
Like, let's talk about it, we knew this could happen. It puts you you know, just in that place, of like, making sure you are comfortable managing through the, you know, all the unhappiness that may happen. And so, you know, when I see agents come to me, and they're like, yeah, I gotta take some people off the list, but you did it things did not end well. It's really sad. But a lot of times it has to do with that piece.
Mike Swenson
And I think also people understanding you're not going to win them all. You know, there are just transactions that that don't go well. There's sometimes you don't mesh with people the same way. I mean, in this case, you you're not always choosing your clients and so yeah, sometimes you just don't mix well. And so you're still there to help them and it's okay to let that person go because you might be doing more of a miss a disservice by continually trying to keep them in the fold when They're unhappy, it's best to just kind of say, Hey, that was a bad transaction. And we'll just work on getting the next one, right with the next relationship that we have, in terms of, you know, important things that you want us to know what what have we kind of missed here, what's important that you want to make sure that we cover?
Stacey Brown Randall
Oh, my gosh, there's so much we need hours, like we don't need, we don't need hundreds of hours. But we definitely need time. Like, I think there's some things for people to understand like how we define a referral. And what that actually means there's a lot of misinformation out there about word of mouth, referrals, or referral marketing. And like, those are actually not true. Like it's referrals are separate from the marketing that you do. and word of mouth Buzz is separate from a referral that you may receive. So I think the definition and defining like when a referred prospect shows up, like making sure you understand it's because they've been connected to you. And of course, they have a need they the prospect knows that their prospect, and then understanding the science behind referrals.
Stacey Brown Randall
And there's a lot of pieces to the science of why someone referred you and then what you do from a science perspective to be able to generate more referrals, and do it in a way that's authentic. And in a way that's good, right, in a way that's positive. But I think a lot of people think referrals are about them. And most of the time when I tell people, no, they're not about you at all. They're like, wait, what? Like, what do you mean, like, you're giving me a referral? It's growing my business? This is amazing. And I'm always like, no, actually, when when I make the decision to refer to Mike, it has nothing to do with bike, right? It really has nothing to do with you. It's I'm talking to somebody who has a problem, or has a need, and you're the person that I trust to solve the problem for my friend, my colleague, write my business, buddy.
Stacey Brown Randall
And so the referral happens, because I want to help somebody, you're just the solution provider as how I'm going to help them. Right. So understanding the science behind referrals, because your strategy should be built on what's actually happening when referrals are being given. And then recognizing that referrals only come from relationships. So how do you have the right strategies in place to maintain relationships and to cultivate relationships? With those who are referring you now your existing referral sources? What about those potential referral sources, the people you wish would refer you your referral client experience, there's all these facets to it to be a really well built, right, like really having a business that is built for referrals.
Stacey Brown Randall
And I think that's really important that I think people don't always know, it's like, it's not just a strategy or a tactic or one script that you use. It's looking at it as, hey, we want to build a referral business, and there's some facets that we need to put in place. But once they're in place, then we just let one, right, we just make sure the process keeps going.
Mike Swenson
And then two, I'm just thinking, so when I'm referring people to, you know, other vendors, because obviously as as real estate agents, or people in the real estate industry, you know, lots of people in other ancillary businesses, what what happens when you give out a referral to somebody else, and that person has a bad experience? You know, because I've had that before where it's like, oh, yeah, you should talk to so and so. And then I come to find out that so and so. Right, mistakes happen. Sometimes they do a good job with clients, and sometimes they they fumble it, and they have a bad experience. So how can you help people when maybe they've given out a referral to somebody and it goes south?
Stacey Brown Randall
Yeah, I think that the onus on that is always actually on the, on the business that received the referral. Like, I think it's someone who like gives referrals. And that may go south, I'll always have a conversation with someone about okay, what happened? What went wrong? Was there anything that I needed to address with the person I was referring to? Most of the time, we know when we're referring a crazy client. And so we can just excuse some things. Because of that, most of the time, we're not referring crazy clients. But do you think it's understanding the situation? But then sometimes it is a conversation with a referral source of okay, this went on, like, what am I missing, but really, I don't ever, none of my clients like my my goal is that none of my clients would be in a position to where a referral source comes to them and says, Hey, I heard this client I sent to you had a really bad experience, what happened?
Stacey Brown Randall
That would be a big red flag for me in terms of for my clients, I want you to be managing the message, right back to your referral source about what's actually going on, there's two sides to every story. But you need to be getting to your referral source with yours. Not it doesn't I don't care if you're not first, but you better be doing the the outreach before they're having to come to you to ask. And that's just part of having the processes in place to be able to do that and the relationship with your referral sources to be able to pick up the phone and be like, Hey, you referred me so and so I just need to give you a heads up on something.
Mike Swenson
Awesome. Any anything more that you want to share with us here? Any kind of parting parting tips?
Stacey Brown Randall
Yeah, you know, a lot of people ask me, like, where do I start? Like, that's like, there's a lot I can learn, right? We talked about a number of different things, existing referral sources, potential referral sources, referral client experience, and that's like three of the like, the 18 things that I teach. And so people always like where do I start? And I always say when it comes to referrals, you want to start with your low hanging fruit. And the number one way to determine how you can grow your referrals this year, is by realizing what is real in your business when it comes to referrals.
Stacey Brown Randall
So how many referrals Do you average? In a given year? Like, how many referrals did you get last year? Maybe in 2021, maybe even in 2020. But also knowing how many people are referring you? And if you have more than half a dozen people currently referring you that is your low hanging fruit to get more referrals in the future? And faster, usually, versus if you don't have anybody referring you, or just one or two or three people referring you, then you probably need to focus on cultivating new people into referral sources. And so it's always like, where do I start? And I always say, it is dependent on how many people do you have referring you right now, that'll tell me which direction I would send you in terms of understanding what it looks like to get more referrals within the next 12 months?
Mike Swenson
Well, there's so much more we can talk about. And I think it also speaks to the value that you can provide somebody because this isn't, hey, I watch this webinar. And now I'm good in my referral business is going to take off, it's, we really got to go back to the foundation here on the roof and talk about it. And so I know you've got a lot of great content, and you help a lot of people. And so yeah, we can't cover it in a 30 minute podcast episode. And so that's why they need to reach out to so for people that that this does resonate with and they want to learn more, how can they do so?
Stacey Brown Randall
Yeah, so the website is a great homebase where people can find the podcast, they can find the book, they can, they can go to the resources freebie page and start like just digging into what we have available at staceybrownrandall.com. And Stacey is spelled with a knee. But if you're really like listening to this, and you're like, I kind of want to know how good I am at referrals, we actually have a quiz, it's called the referral ninja quiz that you can take you just go to referral quiz.com. And it'll pull up like a nine question quiz. It's crazy how well I know where you are just from these nine questions, and will actually tell you what level of referral ninja you're at. Are you at a beginner level? Or maybe at the master level? Are you somewhere in between?
Stacey Brown Randall
And then your results will provide a roadmap to okay, you're at the beginner level, here's what it looks like to move up to that master level. And I think that's really important for people understand where you are, what is real? And then do you want to do the work to actually move up to generate more referrals? Because making that decision really is the very first thing you have to commit to?
Mike Swenson
Yeah, we live in an industry where it's chasing shiny objects, and the idea of like, oh, I want to increase my referral business, because now we're in 2023. And that's my new goal. So I'm gonna go watch this one thing. And then a week later, I move on to three other things. And so yeah, you have to understand it's gonna take time, and you have to be willing to do the hard work.
Mike Swenson
So yeah, for those who are in real estate, like I highly recommend, take the time, take the assessment. And if this is an area that you're looking to grow, you know, check out your program, because like I said, we only scratched the surface, there's, you know, 15 different things I wanted to be able to cover in this episode. And so that's why you need to reach out and learn more. So thank you so much for coming on the show. You know, you shared a lot of wisdom in this short period of time, and just excited to see your business continue to grow.
Stacey Brown Randall
Well, thank you so much, Mike. I appreciate it and happy to be a repeat guest if we need to keep digging down into the world. It's been my pleasure. Thank you
