On today's episode, Jeff talks to Garrett Maroon, owner of Maroon Group Real Estate and host of the Serving Not Selling Podcast. He shares how he built a referral business that generates over 100 transactions per year.  Garrett's system is easy to implement, requires little money, and no cold calls yet generates consistent business no matter what the rest of the market is doing.  Tune in and follow his lead to build a solid referral business in your market. Episode Highlights: Garrett shares how initially he was against the idea of joining real-estate but then after months of exploring this field he said yes to it. Garrett's encouragement to agents is one of his favorite quotes from Charles Kettering is the only time you can't afford to fail is the last time you try. The world is different, people interact differently. Garrett explains why it is important to understand and adapt. Garrett explains how he shifted that mindset of becoming a real estate agent versus a friend. Garrett talks about the research he did on consumer psychology.  Garrett talks about the importance of building relationships even though they may not be a potential client.  If you are an agent who struggles to talk about your business, you probably should say it more often and if you are an agent who has no problem talking about yourself and your business, you probably should say it less. Consistency is everything. It's not about perfection, about consistency. “You can have the perfect post. But it doesn't matter if you're not going to follow it up with a bunch of other posts,” says Jeff. For his clients, every quarter Garrett has the same rhythm of personal touches. He shares the cadence of the quarters. You just have to think about how you can actually consistently care for people. That is how you win in the real estate industry. Garrett talks about the future generation, the millennials and how they are reluctant to answer their phones. He shares how you can get a better hold of them. Garrett explains how he has a systemic approach towards building relationships.  The old school people teach agents to abuse their various vendors, which as per Garrett is not the right way to do it.  3 Key Points: Garrett talks about his database of clients, how he started with just 40 people and how he was able to organically grow it.  Garrett shares sales pitches and how he indirectly approaches people and lets them know that he is a real-estate agent.  If you have the old school mindset, you need to change it again. You are going to get left behind. It's just not going to work, says Jeff.   Resources Mentioned:  Lab Coat Agents | Website | Facebook | Facebook Group | Twitter | Instagram  Jeff Pfitzer   | Instagram | LinkedIn | Twitter Follow Up Boss (Sponsor) Chime (Sponsor) Z buyer (sponsor)   Garrett Maroon: text 804-878-2200 https://www.businessbyrelationships.com/ https://servingnotselling.buzzsprout.com/