How to Ask Clients for Real Estate Referrals

Asking for real estate referrals from clients… What could be easier? “So… can I get a referral?” Well… if that’s your approach and it’s working for you, great. For the rest of us, this request requires a bit more finesse. In fact, it can feel downright awkward. When do you bring up the topic? Will people think you’re being intrusive or pushy? How do you start the conversation? You have questions, and we have answers.

5+ Tips for Asking for Real Estate Referrals

Let’s get that referral network up and running:

1. Know Who to Ask

You know your mom or best friend will refer you to everyone - and personal sources are powerful. Your close contacts are those who know and trust you, and they, of course, have contacts who are in the market for a real estate professional. But expand your network. Potential referral sources include:

• Satisfied customers, past and present. When someone is buying or selling a home, it can be an overwhelming process. When they find a great agent who helped guide them through successfully, they are a powerful source of word of mouth advertising. They’ve gone through it, and they can lend their newfound expertise to others who are just embarking on the journey. 
• Business contacts. As a real estate professional, you have a network that includes bankers, lenders, home and property inspectors, attorneys, municipal officials, title officers, contractors, and more. If you’ve worked with them, they can vouch for your ability - and you for theirs. Cross-referrals can be remarkably effective. 
• Lost opportunities. If there is someone from whom you wished you’d asked for a referral, no time like the present. Give them a call to re-engage with them. Ask them how their new home is, for example, or whether you can direct them to relevant information or answers. This is your initial conversation. After you reestablish contact, you can go ahead and ask for a referral.

2. Perfect Your Timing

Knowing how to ask for referrals is important, as is knowing who to ask. Do not forget about when. Some optimal times:

• Listing interview. You are relatively early on in the process, but sow that seed. Highlight how you will help the client achieve their goals, and position yourself as an expert in your market (facts and figures are always helpful tools).
• Sales process. As you move through the sales process, you should maintain regular contact with clients. Make sure they know they’re supported and in good hands. For example, “Congratulations on your mortgage approval! Now that we’ve worked together, do you know anyone else who needs my services?”
• Closing. This is the easiest point because you’ve done it! The deal is about to be done, and everyone’s happy. You’re also top of mind for these clients, and they’re at the peak of their home buying/selling experience.
• Follow up. Former clients can be a rich source of referrals. Take the opportunity to send a closing gift and a message asking how the move went. Feel free to send along some useful content (e.g., 10 Tips for Decorating Your New Home, 6 Ways to Landscape Curb Appeal, etc.).

3. Find the Right Words

We know we said asking for real estate referrals was more involved than saying, “Can you refer me?” But when it comes down to it, you do want to use clear and concise language and make a direct request. Take a look at these two “asks” and see which strategy is more effective:

1. It would be so great if you could refer me to any of your friends or family who are looking to buy a home.
2. Please refer me if you have friends and family who want to buy a home.

If you said B, you are correct. Don’t take the long way ‘round to your point. Make it directly.

4. Follow up with Referral Sources

Don’t drop a referral source like a hot potato once you get a lead. They took the time to drop your name to friends, family, or other connections. While they did it because they were satisfied with your services, it’s human nature to want a little appreciation and gratitude! Following up delivers on  this. Be sure to thank them with a note or small gift, if appropriate, and let them know how the referral is going in general terms. This is true even if the lead does not convert. You must still show appreciation. 

5. Follow up with Leads

This is what you want: leads. Why? Leads lead to listings. This seems like a no-brainer, but oftentimes, leads linger and languish. When someone bothers to refer you, act! The next step is to establish contact with them, build a relationship, and nurture them along the journey.

Bonus Tip: Be Exceptional at Your Job

At the risk of being obvious: be so good at your job that people want to refer you. A satisfactory experience is not likely to generate a passion to advocate for you! Go the extra mile for them, and they’ll return the favor. Homes & Land provides a great starting place to give your clients the absolute best experience with you as their real estate agent. Be seen as a knowledgeable, trusted expert in your local market by leveraging the powerful Homes & Land marketing platform - an exceptional resource that can help you generate leads and build a thriving referral network of happy customers. Find out how to get started today!