In this week’s mastermind, Ed Lane shared his proven systems for building long-term success through client referrals and engagement. With 80–90% of business coming from referrals, Ed emphasized that the key to growth isn’t chasing leads—it’s staying top of mind with your sphere and past clients. Key highlights included:Referral Power – How trust transfers from one client to another and why consistent touchpoints drive results (Ed generated 3 new listings in a week from referrals).Engagement Strategies – The impact of handwritten notes, a 70/30 personal-to-business social media mix, and client events with a charitable twist.Relationship Framework – Categorizing clients into A, B, and C groups, rewarding referrers as VIPs, and using the “Mayor Campaign” script to generate loyalty.Smart Automation with a Personal Touch – Combining CRMs, AI-driven market updates, and thoughtful seasonal gifts to make lasting impressions.Standing Out as a Broker – Crafting a unique, compelling response to “What do you do?” that sets you apart from every other agent.Irresistible Value Propositions – Why your offer should feel like presenting a $600,000 gold brick—so good clients can’t say no.Ed wrapped the session by encouraging agents to refine 3–4 consistent activities to stay connected, underscoring that referrals come from connection, not just transactions.

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