Referrals: The Secret to Growing Your Business Fast
Most real estate agents think referrals are unpredictable — something that happens when you get lucky.
But what if they could become the most reliable, consistent, and life-giving part of your business?
I built my business 100% by referral — no cold calls, no door knocking — and sold more than 650 homes in 11 years, starting with just 40 people in my database.
How? By creating simple, repeatable systems rooted in authenticity and relationship.
Here are five principles that changed everything for me — and can do the same for you.
1. Be the Real You
The best marketing strategy is authenticity. Stop trying to be who the industry says you should be and start being who the Lord made you to be.
I once heard a pastor say, “God loves the real you, not the ideal you.”
That’s true for clients, too. They want the real you — not the polished version trying to check boxes.
If you’re wired to connect deeply with people, lean into relationships.
If you love social media, be excellent there.
If you thrive hosting open houses, go all in on those.
When you work from your identity instead of for it, your business becomes lighter, more joyful, and far more effective.
2. Stay Predictably Present
Every healthy relationship in your life runs on rhythm — and your database should too.
Referrals don’t grow from random “check-ins.” They grow from intentional, consistent care.
You don’t need a complicated plan. You just need one you’ll stick to.
Maybe that looks like:
A monthly mailer or email,
A quick video text saying hello,
A handwritten note, or
A simple client event each quarter.
Predictability creates trust. When people know you’ll show up consistently, they remember you when it matters.
3. Focus on What Actually Matters
There’s a lot of noise in real estate. But not everything that looks productive is.
Before you sink three hours into a social media post, ask:
“Would I get more out of having coffee with one past client?”
Most of the time, the answer is yes.
Real connection is the most dollar-productive activity in your business.
The U.S. Surgeon General recently called loneliness an epidemic — people are craving real relationships. You can be that presence in their life, and your business will grow as a natural byproduct.
4. Redefine the Scoreboard
For years, I measured success by the same metrics the industry celebrates: transactions, GCI, volume, team size.
But one day I realized: I was winning at work and losing at home.
So I built a new scoreboard — one that measures what I actually value:
One date night per week with my wife
Four weeks of vacation with my family each year
Dinner together as often as possible
Because none of this matters if I sacrifice my loved ones on the altar of success.
Your scoreboard should reflect the things that matter most — not the numbers everyone else is chasing.
5. Be Consistent, Even When No One Responds
Referrals aren’t luck. They’re the fruit of consistent, intentional effort over time.
I once met a couple, Kai and Yessenia, at a client event. For four years, they never replied to a text, email, or note I sent. Not once.
But one day, I got a message from Yessenia:
“Garrett, everything you’ve done to invest in us hasn’t gone unnoticed. We’re sorry we never responded — but we’re ready to sell our house. Will you help us?”
That moment reminded me: your care is never wasted. People may not respond right away, but they notice when you keep showing up.
The Bottom Line
Referrals aren’t random. They’re the reward of showing up faithfully — as yourself, for others, over time.
Be authentic.
Create rhythm.
Prioritize people.
Track what truly matters.
And stay the course.
When you do, you’ll build not just a thriving business, but a life you actually love — one that honors God, serves others, and gives you peace.
The PDA Formula: The PDA Formula gives you a simple system to finally take control of your business. Learn how to focus on what’s Predictable, Dollar-Productive, and Aligned so you can stop spinning your wheels and start building a business that grows consistently without costing you your peace.