Ep #102: Getting More Agent Referrals by Going Deep vs Wide with Agents

Debbie Seekord breaks down her 'go deep vs. wide' agent strategy: small mastermind groups, weekly TBD follow-up, quarterly happy hours, pop-bys, and a past-client event that drew 300 people. Katie Shive covers how she's modernizing Debbie's brand through consistent social media, BombBomb video emails, and co-branded agent content. Best for purchase-focused LOs who want a repeatable agent relationship system built on high-touch fundamentals plus a light digital layer.

Takeaways you can run this week

• Launch a 'Thursday Hot Shoppers' call: every Thursday, call every pre-approved buyer who is actively shopping to confirm they're still in market, validate their agent relationship, and flag any issues. If they're pausing, shift to every-other-month check-ins tied to their specific obstacle (savings, credit, etc.).
• Host a quarterly happy hour for 20-25 agents at a local restaurant. Ask the venue to donate a wine basket as a raffle prize, collect business cards at the door, and serve heavy appetizers. Quarterly cadence (not monthly) keeps attendance from dwindling because agents know they can't 'catch the next one.'
• Plan pop-bys 6 months in advance using NationalDayCalendar.com. Pick off-holiday dates (e.g., National S'mores Day in August, National Pickle Day November 14) to create themed $2-per-bundle treat bags with a printed tag. Load your car and hit 50 agent offices in one afternoon.
• Run an annual past-client appreciation event (300 attendees is achievable). Mail personal printed invitations, follow with an email campaign, and make reminder calls the final day. Secure a private rental at a family venue (pumpkin patch, farm) on a weekday to cut costs and avoid public crowds.
• Start a monthly agent book study/mastermind with 6-10 agents from different offices. Use an existing coaching framework (e.g., Core Coaching) as your content backbone. Facilitate accountability around agents' lead-tracking numbers, call volume, and thank-you card counts — you're the guide, not the lecturer.
• Integrate BombBomb video emails into your transaction milestones: send a personalized video to the listing agent when your buyer submits an offer, highlighting the buyer's financial strength and enthusiasm. Build it once as a template, then personalize 30 seconds of it per deal.

The playbook

1. 1. Identify your top 20-30 agents and commit to going deep with them — align on shared goals, communicate regularly, and edify them on every buyer call.
2. 2. Set up Thursday Hot Shoppers: pull all active pre-approved buyers, call each one weekly to confirm status, validate agent relationship, and update agents on anything meaningful.
3. 3. When a buyer goes cold, triage: credit fix = monthly check-in; saving money = every-other-month; paused 1 year = quarterly. Always reference their specific reason on each call.
4. 4. Map out 6 months of pop-bys on a calendar using NationalDayCalendar.com, alternating with quarterly happy hours so you have at least one agent touch per month.
5. 5. Run one large past-client event per year (aim for 250-300 people). Mail invites, email campaign, social media push, and day-of phone reminders.
6. 6. Layer in consistent social media (5 posts/week, mix of corporate content and original) and BombBomb video emails for key transaction touchpoints.
7. 7. Start a quarterly agent mastermind: pick a book or coaching topic, meet in person, facilitate accountability using a lead-tracking or 'greatness tracker' format.

Worth quoting

“If your why is big enough, you'll figure out the how.”

“You just never know who's watching. Even one person watching could translate to a referral or purchase down the road.”

Best for

LOs who already have a solid agent list but rely on passive referrals — this episode gives them a structured weekly, monthly, and quarterly system to deepen those relationships and build a fence around every pre-approved buyer.