By invitation only · Live at ibis Cancún Centro
The Referral Pipeline.How to become the agent U.S. Realtors send their clients to.
Every U.S. agent has a database. Inside it are clients who are going to buy in Mexico. When they ask their agent, “Who do you know in Cancún?”, there should be one name. Yours.
- Date
- Monday, Sept 28
2026 - Time
- 1:00 to 4:00 PM
Cancún time - Where
- ibis Cancún Centro
Open in Google Maps - Hosted by
- Omar Chávez, Jacqueline Chavez & Ben Acosta
The opportunity
Your next buyer is already in a U.S. agent’s phone.
Americans who buy in Mexico rarely start with a search. They start with a question to the agent they already trust back home. That agent wants to look good, protect the client, and get paid. Most of them do not know a single agent in Cancún they would stake their name on.
That is the gap. This session shows you how to fill it, on purpose, with a system you can run every week.
In the States
The agent’s database
Past clients, friends and family. Hundreds of people who trust one agent with every real estate question.
The moment
“Who do you know in Cancún?”
A client mentions a condo, a second home, a retirement plan. The agent reaches for a name they trust.
In Cancún
You
You get the introduction. You serve the client. The U.S. agent looks like a hero and sends the next one.
What you will learn
A referral business is built. Here is how.
How U.S. agents choose a referral partner
What they look for, what makes them nervous, and why most referrals never get sent at all.
The 12:2 formula
The math behind BUILT.: 12 relationships produce 2 transactions a year. You will apply it to relationships with U.S. agents.
Who to build relationships with first
How to build a focused list of U.S. agents you have a real reason to know, instead of chasing everyone.
What to say
Plain language for the first conversation, so it sounds like a professional introduction and not a pitch.
Follow-up that gets you remembered
A rhythm that is scheduled, consistent and personal, so your name is the one that comes up.
How to make referring you feel safe
The agreement, the updates, and the client experience that make a U.S. agent send you the second referral.
Who should be in the room
An invited room of Cancún’s top agents and brokers.
This is not an open event. Every person in the room was chosen by the hosts for their production and their reputation. There is no charge to attend.
This is for you if
- You were personally invited by Omar, Jacqueline or Ben.
- You work with international buyers, or you want to.
- You are tired of paying for leads who do not know you.
- You want clients who arrive already trusting you.
- You will do simple, consistent work every week.
This is not for you if
- You want a script that works without a relationship.
- You are looking for a shortcut or a secret.
- You will not follow up.
Your speaker · From Austin, Texas
Shon Kokoszka
Founder of ICON Coaching. Co-creator of BUILT. Former President of MAPS Coaching at Keller Williams. One of the top agent attractors at eXp Realty.
Shon Kokoszka has spent his career answering one question: why do some agents get a steady flow of business from people who already trust them, while everyone else pays for strangers?
He has coached it, led it, and built it at the highest levels of U.S. real estate.
As President of MAPS Coaching at Keller Williams, Shon led one of the largest real estate coaching organizations in the United States. He went on to found ICON Coaching, where he works directly with agents, team leaders and broker owners on the one thing that moves production: relationships, worked on a system.
At eXp Realty, Shon holds Alpha Influencer status, placing him among the company’s top agent attractors. His network is made of the exact people Cancún agents need to know: working U.S. agents with full databases.
He is also the co-creator of BUILT., the live coaching program he teaches with Dan Stewart, founder of Happy Grasshopper. BUILT. installs a referral-based business in six sessions, built on the 12:2 formula: 12 relationships, 2 transactions a year.
In Cancún, Shon is bringing the view from the other side of the border. He knows how U.S. agents think, who they refer to, and what it takes to be the name they give.
Register
Reserve your seat.
Seats are limited and held for invited guests. Register now and the person who invited you will call to confirm your place.
- One live, in-person session with Shon Kokoszka
- The Referral Pipeline framework, step by step
- Language you can use in your next conversation
- A simple plan for your first 30 days
Cost: Free for invited guests.
Questions
Before you register.
What language is the session in?
English. The full session is presented in English, with no interpretation.
Do I need to already have U.S. referral partners?
No. The session starts from zero and shows you who to build relationships with first. If you already receive referrals, you will leave with a system to get more of them, more often.
Can I bring a colleague?
The room is by invitation only. If you know a top agent or broker who should be there, tell the person who invited you and they will take care of it.
What does it cost?
Nothing. There is no charge for invited guests. We ask one thing: if you reserve a seat, show up.
What should I bring?
Something to write with, your phone, and your current list of U.S. contacts, even if it is short. You will use it in the room.