7 Tips for Skyrocketing Your Real Estate Referrals
If you’re like most real estate agents, you’ve spent the past few months working your tail off to generate as many new leads as possible. You’ve spent countless hours on social media and cold emailing strangers with the goal of collecting as many new leads as possible. You’ve even gone so far as to spend money on lead generation software and coaching so that you could increase your chances of collecting more new leads. But, have you ever stopped and asked yourself if this strategy is actually working?
What if I told you that you should rely more on past clients and less on new clients to generate more real estate leads and to drive your real estate business forward?
Sound counter-intuitive? Hear me out…
A whopping 68% of sellers who sold their home in 2021 found their agents through a referral by friends or family and 53% used the agent they previously worked with, according to the National Realtors Association.
⬆️ The proof is in the pudding. The lifeblood of your real estate business is referrals.
How to whip up a referral-generating fan club
The secret sauce of getting more real estate referrals: Staying top of mind.
Staying top of mind with your past clients is going to give you repeat business and referrals from clients who already know and trust you without the aggravation of hard sells or competing against other agents.
I'm not saying to stop filling your pipeline with brand new leads, but ignoring the majority of your referral-generating fan club would be foolish.
Staying top of mind isn't as hard as you think, but there is a way to do it effectively and there is a way not to do it.
Consider this a cautionary tale of how not to do it.
A real estate agent I used once still calls me every year or so and this is how the conversation goes:
“Hi Jen, how are you? How is the family? Do you know of anyone looking to buy or sell their house right now? No? Okay, take care.”
⬆️ ⬆️ ⬆️ This is not what I consider "staying in touch".
Let’s break down what’s not working here.
- I hear from him once every year or two. And if I'm being completely honest, between those calls, I don’t even remember he exists.
- There is zero personal touch and doesn't feel genuine. I don’t feel he really cares about me and my family.
- This intermittent phone call pitch sounds desperate and screams sleazy salesman.
Tips for a Healthy Referral Pipeline
After the sale is closed, continue to build the relationship. Keep celebrating milestones, like the 1-year anniversary of when they closed on their new house. This will help keep them thinking about you and help maintain that relationship.
When they send a referral your way, thank them. This will not only show your appreciation, but maintain the relationship and keep the referrals flowing.
We've just scratched the surface, my friend. Download my free guide with actionable tips you can use today to increase your real estate referrals.
Grab your copy here 👉 7 Tips for Skyrocketing Your Real Estate Referrals
Now you know exactly how to increase your real estate referrals, but what about picking the perfect closing gift for your sellers? I’ve got that teed up next to help you with that. Read next ➡️ How to Pick the Perfect Closing Gift for Your Sellers
I help Realtors work smarter (not harder) by making more money from repeat business and referrals – all without the 24/7 hustle of chasing new clients.
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