Welcome to the High Performance Agent Podcast. I'm your host, Tina Beliveau, and I'm an expert in real estate, marketing, social media, technology and systems. I'm here to teach you how to build a sustainable and consistent business that supports your dream life. Through my repeat referral and relationship driven systems, I've built a team that sold nearly 2000 homes over my 20 years in the industry.
In this podcast, I keep it real and share exactly what I do, and more importantly, how you can do it too. If you're ready to scale faster, work smarter, and generate more leads from your sphere, please check out High Performance Agent Academy, my 12 month course packed with plug and place systems, done for you marketing, and step-by-step strategies. You get my entire business in a box, plus coaching and personalized support from me every step of the way. Get all the details at tinabeliveau.com/academy.
Welcome back to the High Performance Agent Podcast. My name is Tina Beliveau. Glad you're here. I just decided to roll out a fun new system called Ask Me Anything. I have a weekly email list. By the way, if you're not on it, message me on Instagram and I will get you on the list.
And I send out emails every week to my agents sphere with tips and ideas, and I said, you know what? Let me start seeing what questions people have for me, what issues they're having right now. Sent that out about a week ago, and I got a couple really great questions, and this is the one I wanted to answer First and foremost, it's from Debbie.
And very straightforward question, she said, which types of lead generation are the most effective for you right now? And as I started brain dumping into a little iPhone note, which by the way is my life hack to basically everything I realized there is a lot that's working for me right now and it is low lift.
It is dialed in that I don't even feel it, but it's because I laid the groundwork for a very long time to get to this point. And I think as agents. We all have this great hope of magic bullets, easy buttons, listing leads falling from the sky, and what it, what really creates success is intentionally, patiently.
Consistently building a foundational referral relationship, repeat oriented business. Now, the person who asked me this question, she's experienced, I would imagine that she has a lot of this in place, but there are probably holes. I'm gonna walk you through what's working for me right now, and the bottom line is none of it is going to blow your mind.
What makes it special is what I already said, that I've been committed and working towards it and doing this for a long time. I've had the compound effect and also that I've made a huge effort to do things with style, with the best technology, with the best marketing. And I teach everyone how to do exactly this in the academy.
And I just wanna say, if you listen to this and you're this is what I want for my business, and you want to just buy the playbook from me. I want you to DM me or go to tinabeliveau.com/academy and look into it because this is literally why I created my course to help agents have a business that can grow without them having to do heavy lifting for the rest of their career.
High level list, what's working for me right now, number one, sphere. Number two, organic social. Number three, my digital geographic farm, which is a Facebook group. Number four, agent referrals. Number five, Google Organic and number six systems. And it's kind of a catchall for everything in one through five.
I'm just going to tell you what's working for me right now. There's no time in one podcast to tell you exactly what I'm doing for everything, but I'm going to give you the high level and what I really wanna impart. I. Is that if you build this, it will work. And if you build this, and then also focus really intentionally on meeting new people and making new friends and staying in touch with your friends as much as possible, that's all that it takes from a lead gen perspective.
It's not easy, but it is very, very simple and it's very easy to lose sight of how many people am I actually meeting right now? Am I hanging out with the same four people? Am I never going anywhere different? Am I never putting new contact info in my database? Am I not making new friends on Facebook? Am I never asking people for email addresses?
It's often right there where most agents are having the biggest issue, which it's that you either need to get out there more either in the world or on the internet, or you're out there, but you're not putting people in your database or you don't have the systems to back it up. Let's back up.
What's working for me right now? Number one sphere. My sphere is a big term and it encompasses everyone that I know. Personally, professionally, socially, familially, and they're all in my database, and I consider you my sphere. If you are just someone who knows me and hires me, if you repeat, use me again, or if you're referred to me by someone in my sphere.
That is enough for most agents. By the way, the rest of my list. Is the icing on the cake. What's working for me with my sphere is that I have a big sphere. I've been building it for 20 years. There are at least 2000 people in there whom I actually know to some degree. And there's, you know, definitely a very inner circle.
And I spent a lot of time. For a long time, growing my database very purposefully and getting out there in every way you can imagine, and focusing on adding. When my business was at its peak, I was sometimes adding 20 new relationships to my database a week. That was when I was in a very specific mindset and I was growing my team, and my business was my number one priority in life, I didn't have kids.
I was extremely serious about my goals. You don't need to add 20 people to your database a week, but boy, do I wanna see you adding at least one. That's 52 people a year and over, what is that, 10 years? That's 500 more people. It can be very sustainable, but if you're not meeting new people, your business is going to wither.
There's a lot that I do to nurture my sphere that I don't have time to get into. I'm just going to tell you. That I have all these systems in place. Actually, I'm gonna summarize them at the end of this episode. That's number one. My sphere is number one. It always has been. It always will be.
Number two is organic social media. Now. Depending on who you ask or who you look at online, I'm very successful in social media. I'm not viral. I'm not an influencer with tens of thousands or hundreds of thousands of followers. But I do have a very, very good social media presence. At this point, it's very simple.
I'm super active on my Instagram stories and I push my Instagram stories through to Facebook and then I post on Facebook as much as I can remember too. I used to be really big on Facebook. Then I've sort of shifted a lot to Instagram. The bottom line of what I've accomplished with my social.
I do very little that's graphically designed or super time consuming because I do not have the time. It's funny, the longer I have social media, the less.
It is draining to get really, really deep with it. I can't, it's just not for me to be making things on Canva and going really, really hard.
I just share my life as much as I can get myself to, and I do that in stories. Nothing's designed. I take pictures, I take screenshots, I take videos, and I've built a habit. Sometimes I share a ton. Right now I'm really on it. Sometimes I just take a complete break I did a few weeks ago. I went on vacation and just stopped.
And sometimes I just post to my close friends I just wanna share my kids and I don't have anything else to say.
But here's the thing, and only a couple hundred people see my stories regularly. Between two and 500 people see the stories that I put up. It's not I have a billion people seeing, but it works That inner circle is enough, and eventually what happens is people follow me on Instagram from somewhere.
And Facebook, but mostly Instagram now. Then they DM me when they're ready to start the process. They followed me. They already know, trust me. Now they need me and they're ready. Or they get advice in advance. I always encourage people reach out to me long before you're ready. Then I get them in my CRM, I get them in my email marketing.
I get them on MLS strips, whatever I need to do to automate. That's how I handle my social. I do not, sometimes I get in my head, but the key is to not get in your head and not make everything really complicated. Just post pictures of what you're doing.
I have other materials on this that are very detailed, check the show notes. You can sign up for a free primer on exactly how to build this. But basically this is a Facebook group targeted to the area that I wanna be doing business in. It's a great price point. It's where I live and I have talk about the snowball effect and sticking with something for a long time before you see the result.
I started that group in 2015 with a hundred members. It's now 2025, and we are knocking on the door of 10,000 members and it took 10 years to get there and the business and the group really started kicking off for me in 2021. Before that, I actually was ignoring it. It's kind of a whole story. If you take my course on it, you will understand everything about it, but what you need to know is I've closed about \$15 million in closed business from that lead source since 2021. In my ideal area, in my ideal price point, leads that my team loves to work, we're starting to do more and more high dollar and luxury business from that group.
What that group has done is built my personal brand. By the way, it's very easy at this point. I do almost nothing with my group, my VA manages it. Everything is super systematized. It's very, very simple. But what it's done is it's grown my database regularly. They all get my regular email newsletter.
They're in my CRM and now I have a special monthly newsletter that goes out specifically to that niche. I have a list of about a thousand people of those 10,000 that have opted in. I do giveaways. I regularly get people who raise their hand and say, I wanna buy, I wanna sell, or I'm thinking about it. It has been the best way for me to get completely fresh business that I probably was never going to get otherwise through my sphere.
Check the show notes for more information on this. This is a great strategy if you enjoy being on Facebook and you are open to building a group and being patient. Again, it doesn't happen overnight, but it can really work and it doesn't need to be at the mass scale that I'm describing.
Number four, what's working for me right now is agent to agent referrals. This is not the highest profit margin biz because you know, we pay referral fees, but for me it's worth it. I have some power referral sources. I'm in Baltimore. I have a few agents in DC, two in particular who regularly refer me people who move from DC to Baltimore.
But really what has fed my business in this way is number one, being welcoming to agents on my social media. I have a lot of agents who follow me. I love it. There's nothing about it that threatens me. I have friends in my market. I have people who I feel close with. It makes it easier to do deals.
I have agents all over North America who follow me and I, you know, because I have my course and other things that I do with agents, I have an email newsletter to agents and they know I'm in Baltimore, so I get business that way. But even just being open to agents on your social media, just a mindset shift, I definitely recommend that.
The other thing that I do is I happen to be with a national brokerage, which really helps to get referral business. If you're with a regional or local brokerage, that's just not as much of an option. Not a dig if you're not with a brokerage like mine. But it is an amazing platform for someone like me who has a big mouth and likes to teach.
I teach for exp and I build so many agent relationships that way, and it has definitely led to business and it's led to people who join the academy too. I've also just made amazing friends. I love agents. That's why I do what I do, that's why I have this podcast. I love helping agents. Honestly. I love helping agents.
Much more than I love actually interfacing with clients at this point, I welcome that and I try to be a magnet for it. The other thing is if you're with a national company like mine and you have an online profile. Make sure it's set up to be super compelling. My referral profile in exp goes really deep on my experience, my credibility, specifically what we do to sellers.
I'm speaking in the agent to agent language. I refer to our Google reviews. A lot of exp agents research the local exp agents, find me and see that I have the best profile. Not that I'm just sitting there with no info filled out, or the same blurb that anyone could write. It has created, I can't even imagine.
I would have made hundreds of thousands of dollars less in the last four years without being at exp and all of the agent referrals that I've given and received that way. When you set it all up, it is very much worth it.
Okay. We talked about sphere, organic social, digital farm, agent referrals.
The fifth and final thing is a specific lead source: Google Organic.
I get really deep on this in the academy and help people get their Google profile where they need it to be. The backstory is that I systematically started working on my Google presence in 2020. Before that, I was getting reviews everywhere else.
We had a ton on Facebook. Who even looks at Facebook page reviews anymore? Zillow. Angie's List, which is now called Angie. Yelp. At the beginning of 2020, I rebooted everything in my business and my life and we have now been focusing only on getting Google reviews. Last I checked, we're at 198.
We're close to 200. They're all five star. I have a really intentional system to get a review from almost every client who works with us. We get so much business because of our Google presence. People who are referred to us vet us there first. People just search organically on Google and find us. Agents, maybe they find me on exp, but then they Google me and they see the Google presence, it validates that I'm the best in the area. I cannot emphasize enough how important it is to have a proper Google profile with at least five or 10 reviews and then build from there.
Those are my five lead sources, and what I wanna say is what's underneath all of it that allows me to have an incredible quality of life and an incredible quality of business, and an incredible average sale price and incredible agents who want to stay on my team because I provide incredible leads to them:
Is my systems.
The key things that are underneath those five lead sources that I described are:
1. I have an email newsletter that goes to everyone in my database.
2. I have auto home valuation software that also emails my database.
3. I have a completely automated system to thank people who refer me and make sure that they are likely to refer me again.
4. I do automated birthday gifts or cards to everyone in my database who I have an address and a birthday for.
5. I have a completely automated system to send a gift box to all of my past buyers to acknowledge their home anniversary and increase retention for them to turn into a future listing.
6. I'm very consistent on social media. I do have an overseas VA—shout out to Giselle. She's going to edit this episode, by the way. She helps get all of our posts up on our Bevo Group account and helps that be consistent. They're a little bit Canva. They're consistent. They're not the most creative thing if I was hand making them myself. But that is not something that makes sense for me to be doing, and that is also a consistency life hack.
7. My digital farm—my VA Giselle also helps me manage pretty much everything with that, including the newsletter, admitting members, private messaging members, scheduling posts, running giveaways for me. It's all dialed in. It's all in the academy, by the way, if you want to learn how to do that.
8. My other system is that I host two large events every year that are designed to touch my entire sphere and give me maximum contact with as many people at once, but in a quality way that they really appreciate.
Here's what I wanna leave you with:
If you don't have a good foundation, you will chase your tail forever. If you have holes in your foundation, if what I've described, you're nowhere near it—you need a foundation before you throw money at anything else that is going to basically cost you more. If you start generating other leads, but you don't have email and your CRM dialed in and you're not active on social media...
It's not gonna convert, or it's gonna convert at way lower of a conversion rate than it could otherwise.
If you have holes in your foundation and you're ready to deal with them, I can promise you that you need the academy. And if you have an assistant or you want an assistant to do all of it for you, you need the academy.
Your assistant can take it with you and do—they can implement about 80% of this, if not more, for you.
If you want me to help you with this, apply at tinabeliveau.com/academy. Or message me. I'm happy to dialogue with you about whether it's the right fit. I'm always honest with people. I never want someone to join the academy and regret it or want a refund. That is not my jam. I will tell you very candidly if it's the right fit or not. And if it's not, I will point you in the right direction. If it is the right fit, I will tell you and help you make that happen.
Thank you for listening. If you want to ask me a new or different question, check the show notes. The form is in there. If you just want to dialogue about any of this, message me on Instagram. I have a new Instagram just for agents called @highperformanceagent. Message me there. I'm happy to have a conversation and help you however I can.
Thank you as always for listening, and I look forward to talking to you again in the next episode.
I hope you enjoyed this episode of the High Performance Agent Podcast. Make sure to subscribe so you don’t miss the next one. Check the show notes for links to all of my resources, including my course, High Performance Agent Academy. And please come say hi on Instagram—you can find me @tinabeliveau
Talk to you soon.
