Why Should I Refer a Client to YOU?

Real Estate Agent with Century 21 Liberty Homes RS-#62825

Referrals are pretty special to me. It means that a client, friend, family or peer is entrusting me to assist the person in a professional and caring manner.

It means I was chosen because another believed I am a trusted professional.  I did have a referral from Willam E. Johnson, RE/MAX Associates in San Diego, CA. and the transaction closed smoothly and I received praise from both the seller and William.

Kapu (ka poo) means forbidden in Hawaiian and in ancient times it was the Hawaiian laws and regulations.

As professionals in the Real Estate Industry we have our own laws and regulations (Our Code of Ethics, Real Estate Laws etc.) that we abide by too.

There are a many things that we need to consider before referring another peer. I often take forgranted that just because I like the person's writing or have interacted with them here on ActiveRain (or other social sites) that they would be good for the job. Even after talking to them I still believed they will be the right person for my referral.

There's more to referrals than meets the eye.

When I refer someone I expect the same as I would expect from myself and tell them what to expect from the client I'm referring:

  • I would meet with the seller (unless it's long distance) to go over options. And meet with them face to face.
  • Have a presentation handy. (I always have comparables, listing agreement, profile sheet, tax records, tips to making the home presentable for showings etc. because you never know if they will just go with you right then and there :) especially if I know the seller expects that. And meet with them face to face.
  • I would have a pleasant attitude and even if I believe the client is not being realistic about pricing at least I met with them face to face.
  • And the list goes on.....BUT

What I would not appreciate is a client telling me that the agent I referred to them told them (on the phone) that their home is in a crime area and that they can't help them....without even meeting with them face to face. 


And best...they didn't meet face to face.


Posted by



Celeste "Sally" Cheeseman  is a Realtor-Associate® and Certified Residential Specialist (CRS) with Century 21 Liberty Homes in Mililani, Hawaii. With a sharp understanding that a listening ear is the key to a client's needs  she serves the island of Oahu (Honolulu County) and all Hawaii Military Relocations, Hawaii Retirees, Hawaii Job Transfers and Hawaii Residents, Home Buyers and Sellers.


 © 2007-2015 Celeste "Sally" Cheeseman's

Hawaii Real Estate and Relocation Blog.

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Neal Bloom
eXp Realty - Weston, FL
Realtor CRS-Weston FL Real Estate

I don't get a lot of them but I appreciate the ones I do get...I'll follow through with them but I don't rely on them to run my business......that's just me.

Apr 24, 2009 09:12 AM #11
Diane Rice
Rice Prprty Mgmnt & Rlty, LLC, South Holland, IL - Lansing, IL

Sally - just based upon what i've learned about you here on Active Rain, i'd refer you in a second without batting an eyelash.... (and this is NOT flattery).... I'd do the same for dozens more here too! 

Apr 24, 2009 09:16 AM #12
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time
Sally, I get a lot of referrals. Some are good and some really do suck. I do not meet with all of them. I do however call them all to see if I can help. Now of course most of these are really just cold leads that people are passing on to me.
Apr 24, 2009 09:37 AM #13
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Sally sounds like you might have had that last comment you made happen to you.

Well over 80% of my business comes from Realtors referring their Buyers to me, so I treat my referrals very seriously, because it I do not do a great job for them, I will most likely not see another referral from that Realtor.

Apr 24, 2009 09:49 AM #14
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI

Paddy: Exactly... I got a call once and the client had to call and let me know what transpired....and thank goodness said no fault of mine....but wanted me to know so I think twice about the referral.

Andrea: It sure is...I sure would like to know the criteria people use for their questioning.

Neal: Same here...but the most important part is...following through....but treating with respect.


Apr 24, 2009 10:01 AM #15
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI

Diane: I appreciate that....I suppose it all has to do with the interactio here....I should have known. ? :)

BB: that's understood....what I don't understand is.... telling them their home is in a crime area ...and in one instance they just went to another agent....who did help them.

George: Well, there have been a couple of instances over the years .... And that's what it's all about...to treat them with respect .... you just never know when something might pop up.

Apr 24, 2009 10:05 AM #16
Susan Neal
RE/MAX Gold, Fair Oaks - Fair Oaks, CA
Fair Oaks CA & Sacramento Area Real Estate Broker

Hi Sally - For one thing, when I receive a referral, I treat them extra specially because I'm honored to receive such a compliment.  For another, I don't think it is good to tell anyone that this or that is a crime area.  I think that is insulting, since those people have lived there and presumably they are not criminals. 

Also, areas where crimes occur are all over and few neighborhoods have never had a crime.  I would simply ask anyone who asked me about whether a neighborhood was safe from crime to check on line with the Sheriff's or Police Dept's website for incident reports, since I don't want to be sued for calling an area "safe" if my client later becomes a crime victim.

In other words, what this agent did was wrong on so many levels!

Apr 24, 2009 12:58 PM #17
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

Sally, I am careful when I refer anyone to a client.  If I don't know somone but know OF someone I will tell them I personally don't know them but I have heard good things.  But people that have done good work for me I don't hesitate to refer.

Apr 24, 2009 01:56 PM #18
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

Sally..don't you think they should have discussed this with you instead ..and asked you to refer to someone else..That would have been common courtesy..and more professional

Apr 24, 2009 03:29 PM #19
Lisa Hill
Florida Property Experts - Daytona Beach, FL
Daytona Beach Real Estate

OMG! Someone actually said that? To a referral you gave them!? Holy crap. I can't imagine... Wow. I'm almost speechless...

Apr 24, 2009 03:33 PM #20
Kathy Clulow
RE/MAX All-Stars Realty Inc. Brokerage - Uxbridge, ON
Trusted For Experience - Respected For Results

Sally - They would certainly be dropped off my referral list if they did that to a referral from me.

Apr 24, 2009 03:57 PM #21
Lizette Fitzpatrick
Lizette Realty - Lexington KY - Richmond KY - Lexington, KY
Lizette Realty,Lexington KY MLS - Kentucky Homes -

Sally, I know I go to great pains to pre-view agents for a client and I wouldn't place them with just anyone. 

Apr 24, 2009 04:54 PM #22
Randy Hooker
Dreamcatcher Realty / Greater Phoenix Area - Gilbert, AZ
Gilbert, Chandler, Mesa, Queen Creek

Sally I just don't get it. If you refer me to clients, and after research and conversations with them I determine that I cannot help them, wouldn't the appropriate action be for me to contact YOU and let YOU know first? Outside of that, it seems that many of our fellow agents don't know or practice decent people skills or common courtesies.  I always tell referring agents that I'll do everything in my power to make the clients appreciate the referring agent for having introduced me to them.  And then I stick to my word.  Very nice, but painful post.

Apr 24, 2009 05:21 PM #24
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI

Susan: Believe me....when William referred a client to me...I went above and beyond to treat them with respect and kept everyone informed of the progress...as this was a long distance clients (who did come here in the beginning to meet with me and soo forth) and I was honored. I made sure that I took the time to explain everything and by time the transaction closed I had over 700 pages of emails!  The opinion of an area is the same as if with a buyer and steering .... we give the appropriate places to them to research and leave the opinons to the client.   I was very disappointed.


Apr 24, 2009 05:50 PM #25
Chip Jefferson
Gibbs Realty and Auction Company - Columbia, SC

I have had mixed situations referring here on Active Rain. A few great outcomes and a few that was shocking to say the least. Good blogs dont tell the hole tell.

Apr 24, 2009 11:36 PM #26
Margaret Woda
Long & Foster Real Estate, Inc. - Crofton, MD
Maryland Real Estate & Military Relocation

Anyone who reads your ActiveRain profile will know why they should refer someone to you.  Wow!

Apr 24, 2009 11:45 PM #27
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI

Carole: Long distance referrals are hard aren't they? I agree...I'm starting to weed out the bad and put in the good :)

Hannah: It would have been the proper thing to do...

Lisa: I was not happy.

Kathy: First and last.

Lizette: I do the same.... can't always be certain with long distance referrals though huh?

Randy: I do believe that would have been the appropriate course of action....

Laura: Obviously it's not a sure thing...and interacting...even talking doesn't either. So how do you interview?  How do you know FOR SURE. You don't.

Margaret You and I both know that the secret is in the length of time, watching, reading, interacting, connecting and so forth.

Apr 25, 2009 06:30 AM #28
William Johnson
RE/MAX Associates - La Jolla, CA
San Diego Real Estate Voice, GRI CRS e-Pro CDPE

Woo Hoo, I almost missed this. Thanks for the mention. Again. I love it. This of course is about your high standards and the expecation that the person you refer to also has the high standards. How delighted I was and yes, even honored to refer my clients to someone that I probably know better than most of the agents in my own office. As for standards, they just don't come any higher.

Apr 25, 2009 06:56 PM #29
Celeste "SALLY" Cheeseman
Century 21 Liberty Homes - Mililani, HI

thanks William...it is an honor amongst Realtors® to follow through with those high standards as well.

Apr 26, 2009 04:25 AM #30
Gary Coles (International Referrals)
Venture Realty International - Las Vegas, NV
Latin America Real Estate

I think your blog brings up a very important subject:  The treatment of referrals.  I have been very involved in relocation for years and my company has been active in both incoming and outgoing referrals. Our emphasis now is to help with referrals to Latin America. We try to act very much like a relocation company.  Most of our referrals come from other agents and we place the referrals with the best possible agents. We interview clients and agents and try to match the client with someone who will relate to them and give them outstanding service.  We follow up to protect the client and make certain that our standards are met - even pulling the referral if necessary.

In areas where I do not have an established connection, I try to research and interview both agents and other professionals so that I can match up clients with someone who can really help.  I have kind of a mental list of the things that I ask them, but now I am thinking that it would be nice to have 2 checklists.  #1- Would be a list of questions to ask the potential agent and #2 Would be a list of expectations that I would give to any agent before passing on a referral.

Does anyone currently have checklists similar to these.  If so, I would be very interested in seeing them.

Apr 26, 2009 11:06 AM #31
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