First, let me say that I am not an expert on the other programs. I have a reasonably good grasp of Brian Buffini’s methods, but only passing familiarity with Joe Stumpff and Rick DeLuca. So, my response here is based somewhat on hearsay from agents who have tried these other programs, with various degrees of success.

The most significant difference seems to be that my focus isn’t on generating referrals, per se. I don’t push for referrals; in fact, my “program” can’t really be called “referral-based” at all. Sure, your efforts will generate referrals from the people you know, but believe it or not, those referrals aren’t the primary goal of the program.  

I think all the hype about building a “referral-based business” gives agents the wrong idea of where to focus their efforts. The intent seems to be to bombard the people they already know with their sales pitch, under the guise of being helpful, in the hopes that those people being bombarded will feel obligated to send the agent business.

My program takes a different approach. I’ll simply encourage you to expose yourself to the world (in an entirely proper way, of course!) as the wonderful person you already are. We’ll look for opportunities for you to socialize with the people you know in ways that are comfortable for you, as well as to meet new people to add to your Sphere of Influence. I won’t ask you to prospect to any of these contacts (in fact, I’ll specifically advise you not to), but you’ll learn how to respectfully let them know what you do and inspire them to care!

In short, my program teaches you how to draw business to you … without asking for it. You won’t be sending out monthly newsletters or dropping off trinkets that are simply thinly disguised pleas for referrals. You won’t be cold-calling your friends asking for business or categorizing them based on whether or not they commit to giving you referrals.  You’ll simply be YOU, a nice guy or gal, with a good head on your shoulders, who happens to sell real estate for a living.