Referrals, primarily from past clients, are the bedrock of Bryan Barnes' business, as they account for approximately 70-80% of his closed transactions. Bryan attributes his consistency in part to his inexpensive past-client follow-up system that encourages former customers to send him referrals. In this program he covers:
Past-client phone follow-ups.
Past-client postcards that reinforce name recognition.
Using Larry Kendall's F.O.R.D. principle to connect emotionally with past clients.