How to 10X Your Income With Repeat and Referred Business Repeat and referred business is a sure tactic to grow your business 10x. Despite that, not many are looking into it. A reliable tactic to increase income is to use repeat and referred business. Gia Le, a successful real estate agent in Australia, whose heritage is Chinese-Vietnamese, uses this strategy with great success. However, before she got into real estate, her career started in finance and insurance sales through the automotive industry. Gia wasn’t always the top salesperson she is today. Working for Australia’s largest automotive holding company, she was almost fired in her first three months as an insurance and finance consultant. Selling using out-dated methods Early in her career, Gia attended several training programs offered by her company. She learned a variety of selling techniques and rehearsed the scripts but they proved to be ineffective.. These original methods sounded rote to the more sophisticated customers and the techniques were perceived as out-dated and insincere. The dealership was a very fast-paced environment, sometimes having to close sales within two or three hours, and she was struggling and fighting. In Australia, a dealership makes more money on the finance and insurance than on the vehicle itself and accounts for nearly 60- 70% of the dealership’s profits.. Gia knew if she didn’t start performing her time at the company was going to come to a close. It was then the right mentor appeared.ia recalls, “He pulled me aside and said, ‘Hey, Gia stop trying to focus on the sale. Why don't you just start focusing on the people and realize that we're selling more than just finance and insurance.’” It was in that moment that she understood she was there to solve problems and provide a service. “I truly sold nothing.The only thing I truly sold was a promise, an opportunity and above all, a relationship. The moment I started connecting and focusing on my client's pain, empathizing with them and gaining their trust through the art of storytelling, I was basically closing nearly 70% of all the clients who walked through my door.” Sales is about selling an opportunity, and above all else, relationship. #SalesSuccess Working at such a fast pace, she also understood the need to act quickly. “Nobody was in a dealership to waste their time because time is the most precious commodity anybody ever has.” She knew if her client walked away they didn’t want to work with her. It was in these moments she decided not to give away her business card. “I would never give out a business card because any seasoned consultant should really understand that, yeah, (them taking your business card) is a consolation prize. It’s their way of saying, I'll take something off you and I'm going to go away. I'm going to leave you living in hope but hope doesn’t pay the bills.” Knowing she needed to make a connection in those fleeting moments in order to close a sale, she became proficient in understanding the client’s needs, addressing their concerns and offering a solution. Gia worked for the dealership for seven and a half years and at the age of thirty, decided she no longer wanted to work seventy hours a week and wanted more flexibility. She wondered what else she could do with the sales skills she had. By then, Gia was working with a life coach and with real estate’s flexibility and use of her sales experience, they thought it was the perfect answer. Gia was a real estate agent for about a year when she noticed that using the emerging digital platform to market properties was being underutilized in Australia. “The use of social media four years ago was only just starting to blossom. I started a digital agency after I saw that opportunity. I made $500 in my first month after making big dollars in finance. Now, my digital agency is growing...

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