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Building a 100% Referral-Based Business with Elizabeth Riley

Couldn’t make it to this Every Move Collective Monday Mastermind? Or just want the CliffsNotes to revisit all the gold that was shared?


We've got you covered with this full recap of our powerful session with the iconic Elizabeth Riley, the first-ever 10-time ICON Agent at eXp Realty — and soon to be 11-time! Her approach to real estate is all about authenticity, intentional relationships, and consistency, without cold calls, open houses, or door-knocking. 🤯



🔥 Meet Elizabeth Riley: A Referral-Based Powerhouse

  • Over 20 years in real estate

  • Built her business in two different states (Georgia and Texas)

  • Transitioned to eXp Realty in 2015 as agent #466

  • Built a business on relationships—not lead gen

  • Has done $25M+ annually, 100% from referrals


💡 “People don't care what brokerage you're with—they care about how you show up for them.” – Elizabeth Riley

💬 Why Cold Calling & Open Houses Aren’t Necessary

Elizabeth flipped the script on traditional advice:

  • She doesn’t cold call, door-knock, or do open houses

  • She’s an introvert and decided to build her business in a way that aligned with her values

  • Her focus: Relationships as the ROI


🛠️ The Foundation: Consistency Over Everything

To succeed in a referral-based business:

  1. Know your people

  2. Stay in touch consistently

  3. Focus on value—not sales


Elizabeth’s monthly marketing system includes:

  • One handwritten letter or mailed item

  • One personalized text or coffee invitation


📱 Tools That Make It Work: The REACH App

Elizabeth uses the REACH app to send personalized messages at scale—without automation.

  • Segment contacts into custom groups

  • Send individually delivered texts with a personal touch

  • Great for avoiding group text fatigue or spam flags

🧠 “Automated = impersonal. Use tech to scale, not to disconnect.”

📬 Creative Monthly Touches (Without Talking About Real Estate)

Instead of talking about listings or the market, Elizabeth sends unexpected, memorable, and joyful touches that get people talking:


✅ January: $500 Real Estate Voucher

  • Canva-designed “gift certificate", transferable to friends/family

  • Holds real value—clients keep it, and use it!


❤️ February: Valentine’s Cards or Girl Scout Cookies

  • Kid-style Valentine cards or treats

  • Bonus: Support local girl scout troops


🍀 March: Scratch-offs or March Madness Bracket

  • St. Patrick’s Day: “You don’t need luck, just a great agent!”

  • NCAA brackets via CBS Sports (free to set up + massive engagement)


💡 Don’t Have a Sphere? Build One.

Elizabeth moved to Austin knowing no one. Here’s how she did it:

  • Met neighbors intentionally, just to build community

  • Wrote handwritten notes after meeting new people

  • Got involved in local groups and organizations aligned with her interests

  • Treated everyone like a friend, not a lead

“You don’t need a database. You need a connection.”

🧠 Her System in 3 Lines (Literally)

She plans her year by writing:

  • January through December

  • Three lines next to each for:

    • Mailer

    • Text/Call

    • Event/Drop-by


That’s it. Keep it simple and repeatable.


💬 Real Conversations, Real Results

  • Ask about them, not about referrals.

  • Stalk their Facebook or Instagram to find life updates.

  • Sit down for coffee and let the conversation flow—real estate always comes up.


🎁 Favorite Client Gifting Ideas

  • Personalized doormats from Etsy

  • Yeti coolers and tumblers with initials

  • Handwritten notes with small gift cards

  • Holiday donations in clients' names (inclusive + meaningful)

🛑 No magnets. No calendars. No faces on fridges.

💌 5 Daily Handwritten Notes

She writes 5 a day to:

  • Compliment

  • Congratulate

  • Console


These touches compound over time, build trust, and position you as the agent who cares.


👶 Bonus: Don’t Forget the Kids

  • Send birthday cards or small treats to clients’ children

  • Celebrate milestones with little surprises

  • Thoughtful gestures for kids = massive goodwill from parents


💡 Final Thoughts: Just Start

“Stop getting ready to get ready.”

Whether you’re a new agent or new to your market, start by showing up—consistently and authentically. Relationships are the heart of this business, and Elizabeth proves that year after year.


📚 Recommended Reads

  • Die With Zero by Bill Perkins (life-changing)

  • Leaders Eat Last by Simon Sinek


🎥 Watch the Full Replay on YouTube

📺 Subscribe to Every Move Collective’s Channel and catch the full replay of this value-packed session.


🚀 Ready to Grow Your Business?

✅ Join the next EMC Monday Mastermind

✅ Book a strategy session with Colby & Eva

✅ Keep showing up, keep building relationships


 
 
 

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