82% of all real estate transactions come from repeat and referral business.

 

 

The typical agent earns 42% of their business from past clients and the people those clients know. That business is already yours. You just have to stay in the relationship.

 

 

 

Your database is not a lead list. It's a relationship list. And the people who already bought or sold with you are your single warmest source of future business. They know you. They trust you. They've literally handed you a check before.

 

We've been teaching agents how to use Claude's Chrome extension directly inside their CRM — and one of the most powerful things it can do is run a full past-client audit. All from one prompt.

 

It pulls up your closed clients one by one. It checks the tax records to confirm whether they still own the home. It adds their home anniversary date to your CRM if it's not already there. It finds their Facebook profile, checks if you're connected, and pulls their birthday. It adds a pin to a custom Google map so you have a pop-by list ready to go.

 

 

All of it. From one prompt!!

 

The agents who stay top of mind between transactions are the ones who get the call when someone says "do you know a good agent?"

 

That's not luck. That's a system.

 

And now you have one.

This week, run your own CRM hygiene audit. Merrill walked through exactly how he built this live on our recent Claude + CRM webinar — you can watch the recording and jump straight to this section at 00:40:33. We're also including Merrill's brain doc as an example so you're not starting from scratch.

 

What you'll need: Claude Pro ($20/month), the Claude Chrome extension, and your CRM and tax records open in your browser.

 

Step 1 — Start simple. Open Claude in Chrome alongside your CRM and your MLS-connected tax records. Ask it to pull up your closed clients who have an address on file, go into the tax records, and confirm whether they still own the home. Let it figure out how to run the filter itself.

 

Step 2 — Build the brain doc. Once it finishes the first client, tell it: "Write your own instructions document in my Google Drive for how to do this task. Make it as efficient as possible — it's for you, not me." This is what Merrill calls the brain doc. Next time, you just open it and say go.

 

Step 3 — Add layers one at a time. Each time you add a layer, tell it to update the brain doc. Here's what Merrill added:

Step 4 — Get your report. At the end, it gives you a clean summary: confirmed homeowners, people who've sold and moved on, and anyone that needs manual review.

Your next referral is already in there. Go find them.

 

I gave you the instructions, now it's your turn to take it and run!

🎧 Feeling stuck, scattered, or second-guessing yourself?

The Take It and Run podcast is built for that moment. Each episode gives real estate agents and business owners clear moves they can use right away, not hype and not theory. Kristi and Kelcie break down the habits, decisions, and discipline that lead to more confidence, more consistency, and more appointments. Press play, take one idea, and run with it.

😲 Don't sleep on these offers!

 

 

Use my code KRISTI30 for 30% off. Applies to monthly AND yearly memberships.

 

How to do it:

Speaking Season is here! I'll be on stage with Tom at the following Edge Events, where we take you behind the scenes of what’s really working to win more deals and scale your business. The Edge was designed for committed agents looking to maximize their efficiency and adapt their systems for today’s environment. You’ll learn cutting-edge strategies for attracting buyers and sellers, AI automation, closing deals faster by leveraging the data consumers care about today, and controlling the narrative in your hometown. Just one day is all it takes to master the skills, confidence, and knowledge to make you a listing leader in your city.

These are just the cities I'll be in! Check the full list for your area. 👇🏻

Taking the time to execute on these small tasks is what places you in a position serve more people and increase your earnings.

Don't forget

This exercise is primarily designed to 🗓️ SET APPOINTMENTS! Track your progress and pay attention to what’s converting. I’d love to hear what you discover.

Wanna make magic together?

I coach, consult, speak on stage, and occasionally break out into dance. Which one can we do together? ⤵️ 

**This is not a coaching solicitation to any current Tom Ferry coaching clients working with another coach**