Building a successful real estate business doesn’t have to mean chasing leads all day long. With the Buffini Method, you focus on what matters most—relationships. It’s a people-first approach to real estate that helps you generate consistent business by referral, not cold calls.

Whether you’re new to real estate or looking to refocus your business, here's how to build and grow a thriving career the Buffini way.

1. Your Database is Your Business

At the core of the Buffini system is your database—your list of people who know, like, and trust you. It’s not just a contact list; it’s your most important business asset.

Start with 100 people you know well: family, friends, service providers, social media contacts, past coworkers, etc. The goal? Build real relationships, not just a Rolodex.

“Your database is the heart of your business.” – Brian Buffini

2. Sort and Qualify Your People

Not every contact is the same. Sort your list into categories:

• A+ Clients – Raving fans who refer you often
• A Clients – Have referred you once or are very likely to
• B Clients – Like you but haven’t referred yet
• C Clients – Casual contacts with little engagement
• D Clients – Not aligned with your values (remove or archive)

The goal is to focus your time and energy where it counts—on your A+ and A clients.

3. Build Trust with Monthly Touches

Stay connected with your database through consistent, valuable touches every month:

• 📬 1st of the month – Send a mailer with a personal note and something helpful (like a homeowner tip or market update)
• 💻 15th of the month – Email an eReport or newsletter
• ☎️ Make calls – Check in, listen, and look for life changes
• 👋 Pop-bys – Drop off a small gift or seasonal item
• 🍽 Face-to-face – Host client lunches, coffees, or client parties

This rhythm keeps you top of mind in a genuine, non-salesy way.

4. Ask the Referral Question

You’re in the referral business—so ask for them!

Use the Mayor Campaign script:

“Oh, by the way… if you were buying or selling a home, or had a friend or family member who was, am I the person you’d refer them to?”

This simple question helps you qualify contacts and lets them know you’re open for business.

5. Track Your Progress to Win the Day, Week, and Year

Follow the “Win the Day” formula to stay on track:

• Make 5 check-in calls
• Write 3 personal notes
• Add 1 person to your database
• Send your item of value and eReport
• Host 1 client event or networking lunch

Success is in the follow-up. The more consistently you stick to the plan, the more referrals you’ll receive.

6. Host Memorable Client Events

Buffini agents often host:

• 🎥 Movie nights
• 🍔 BBQs or ice cream socials
• 🎉 Appreciation events
• 🪻 Seasonal drop-bys

These events create lasting memories and give your clients a reason to talk about you to others.

7. Treat Referrals Like Gold

When someone sends you a referral:

• Say thank you immediately
• Send a thoughtful gift or card
• Update them on the process
• Show appreciation again after the deal closes

This builds loyalty and encourages future referrals.

The Buffini Method is more than just a business system—it’s a way to serve people, stay authentic, and build a sustainable real estate career through meaningful relationships. If you’re ready to stop chasing leads and start building a business by referral, the Buffini way could be the perfect fit.