Master the Art of Referrals
Agents invest a lot of time and money in generating referral business, however, many times they drop ball in following up. There are 10 essential things you MUST do when you receive a referral to ensure you get more referrals, which can contribute to the growth and success of your real estate business.
1. Acknowledge the referral
Sounds simple, right? Just call and say, “Thank you for the referral” can go a long way in building a relationship with the referring agent. Also, ask for any information you may need before you call the referral. Take notes and review them before you call.
2. Set the appointment – immediately
Within 5 minutes of receiving the referral connect with them.
3. Add the referral to you your database
Start a drip campaign, and don’t forget to add them to your next client appreciation event.
4. Fortune is in the follow-up!
This is the best script to use when following up with your referral: “I just want to make sure that I’m not dropping the ball on my end.”
5. Send a video text message
Limit the video text to no longer than 15 seconds. Send two texts – Thank the referring agent and the referral!
6. Deliver a handwritten note to the referrer
Include a $10 Starbucks gift card or a gift card of your choosing.
7. Write a note to the referred person.
You will want to introduce yourself again and make sure that they have all your contact information.
8. Use video to your advantage
Create a Facebook video and tag the person who referred you – with their permission of course!
9. Send a gift to the office of the referring agent.
Make a big splash of it. Deliver a colorful balloon bouquet or a beautiful assortment of flowers. It will get the attention of other agents in the office and put you “top of mind” with the referring agent.
10. Utilize your newsletter
Acknowledge the person who sent you the referral. Include both names, giving credit, and thanks to the person you sent you the referral.
Bonus points – at closing, contact your referring agent once again. Call them personally to let them know the property was successfully closed and thank them for the referral.
Doing these tasks takes time and hard work, but if you play your cards right, it will increase your business exponentially.
THE LCA BLOG
Weekly articles that cover every aspect of the real estate industry, growing your business, personal development & so much more.
A secret weapon during presentations is asking questions that make people feel like you truly care. When we make guesses instead of asking, we miss the chance to really connect. The most thoughtful thing you can do is pause and ask, “What matters most to you in a home?” or “How are you feeling about […]
In real estate, the closing gift represents more than just a token of appreciation—it’s a strategic marketing opportunity that can strengthen client relationships, generate referrals, and distinguish your brand in a competitive market. As we approach 2025, innovative closing gift ideas are helping top-producing agents extend their client relationships beyond the transaction and build their […]
The real estate industry is dynamic, fast-paced, and incredibly demanding. Between closing deals, showing properties, and staying ahead of the real estate market, it’s easy for your workload to pile up. If you’re a real estate professional feeling buried under daily tasks, you’re not alone—and hiring a virtual assistant might be the game-changing move your […]