Richard Schulman has something he calls the “Trader Joe’s rule.” It means that if he were to bump into any person in his database at Trader Joe’s, he’d be able to remember who they are, what kind of real estate they are interested in, and any past conversations they’ve had. That rule has led him to do $165 million in sales perennially, 100% based on referrals and relationships. Richard joins the show today to share the system behind the rule and his dogged persistence in building relationships with his database. We talk about spending time on relationship-building rather than money on marketing. Richard explains the power of a quick coffee with someone to become their friend and emphasizes the importance of providing value over making sales pitches.People like to work with a friend they can trust. Richard gives us a masterclass on how to become that friend.Resources:Learn more about The Promise Script by Mike HicksLearn more about 10 Days of Pain by Ben KinneyListen to Episode 25. Ben Kinney’s Three Real Estate Success PrinciplesSubmit your questions at MREAnotes.comOrder the Millionaire Real Estate Agent Playbook | Volume 2Connect with Jason:LinkedinProduced by NOVA MediaThis podcast is for general informational purposes only. The guest's views, thoughts, and opinions represent those of the guest and not KWRI and its affiliates and should not be construed as financial, economic, legal, tax, or other advice. This podcast is provided without any warranty, or guarantee of its accuracy, completeness, timeliness, or results from using the information.WARNING! You must comply with the TCPA and any other federal, state or local laws, including for B2B calls and texts. Never call or text a number on any Do Not Call list, and do not use an autodialer or artificial voice or prerecorded messages without proper consent. Contact your attorney to ensure your compliance.

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