It's amazing to me that a lot of real estate agents ignore a potential goldmine for new business. (and one that is virtually limitless)I'm talking about referrals from current clients. Everybody hates to ask, but what is a better referral source than someone who is actively buying or selling a home? These folks are the perfect lead sources for several reasons:

• They are actively in the process of buying or selling and have it on there minds constantly. This means they will be talking about it to everyone they know.
• You have their undivided attention. Contact is being made with them almost daily, which lends itself to many opportunities to, "pop the question."
• They are your biggest advocate while you're working with them and everything about you and the on-going experience is fresh in their minds.

But how do you broach the subject? I use a script much like this one. Keep it mind that my script deals with mortgages, but would work with agents as well. It goes like this:

"Hi, ______________. This is J.R. calling from __________________________. We wanted to thank you for doing business with _______________________. As you know, we really appreciate your business. We like to focus our time on working with our existing clients so that those customers are incredibly happy. The only way we can afford to do that is by asking you to help us find more customers. Ms. Borrower, who do you know who might benefit from meeting with me to discuss buying or selling their home in the next 3-6 months?

Think about it. If you average just 1 referral every time you do this, (and many times we receive 2 or 3) you will drastically improve your customer base, thereby providing "never ending referrals." It may be tough to do at first, but with practice I guarantee you will see a marked improvement in your sales and customer base.