Coach’s Corner with Khai McBride
Khai McBride joins Geoff to tackle the mid-2022 market downturn: where business is hiding, how to shift from scaling mode to rebuilding mode, and why 'get back to basics' is the wrong call. Best for LOs who feel stuck wondering where their next deal is coming from.
Your real database is 3-4x bigger than your CRM — and 20% of it will get a loan this year.
Takeaways you can run this week
- Open your iPhone contacts right now, scroll to the bottom, and note your total count. Add your CRM contacts plus social media followers across all platforms. Most LOs discover a combined database of 2,000–4,000 people — use that full number as your pipeline target.
- Call or text 10 past clients this week and ask: 'Do you know a financial planner (or CPA, divorce attorney, estate planning attorney) you'd rate 5 stars? Would you do a warm intro by text or email? I'd love to send them some business.' This converts your database into referral partner leads without cold outreach.
- Use Khai's Sunday pre-approval script verbatim when an agent pushes a last-minute request: 'I'd love to do this. I'm with my family right now and it'll take me about two hours to step away. I'll do it if you can promise me you'll use me through the transaction and won't shop me.' Gets verbal commitment and stops you from getting shopped.
- Schedule Q4 business planning meetings with every active referral partner now. Use this opener: 'The market shifted — I'm curious how it's impacting your 2023 plan. What are you adding, keeping, or cutting?' Then co-create a 2023 business plan together. Repeat every quarter to stay top of mind.
- Call 5 real estate offices this week and offer free sales training for their agents. Lead with: 'I know you're always looking for training for your agents — I'd love to be that resource.' Use this as your event pipeline instead of waiting for agents to call you.
- Create a flow chart of your ideal referral process and share it with every new agent partner at the start of the relationship. Frame it as: 'Here's how we work together to get smoother transactions, fewer last-minute rushes, and more referrals for both of us.' Sets boundaries before needy behavior starts.
Useful? Get the full Vault free — plus Marketing Worth Stealing, weekly.
GET FREE ACCESSThe playbook
- 1. Audit your full database: CRM + phone contacts + all social media followers = your real number
- 2. Identify the 20% likely to transact this year (roughly 200 per 1,000 contacts)
- 3. For each contact, map one warm referral opportunity: financial planner, CPA, divorce attorney, estate attorney, or title rep
- 4. Ask each contact for a warm text/email intro to that professional
- 5. Ask past purchase clients who their realtor was — request an introduction
- 6. Set quarterly business planning meetings with all active referral partners
- 7. Offer free training to 5 real estate offices as your event entry point
Worth quoting
“We don't go back to basics, we go to innovation at times like this.”
“If you're doing 60–80% volume drop, why is the average 30–40%? Because some people are still growing.”
Best for
LOs who feel like business has dried up but haven't systematically worked their full contact universe or set formal business planning meetings with referral partners.