It was a great morning for me recently, I awoke to a referral request in New Jersey.

She is looking to sell an older mobile home, which I understand isn't the "best" referral agents can receive.

I make a handful of telephone calls, hook up with an agent and have a nice chat. He talks about what he can do for her and it seems a referral made in heaven.

Then it happens. He never calls back.

I thought maybe it was the three-day rule, so I wait. And wait. And wait. Called him back and voicemail. Still no call.

What the hell is going on here?

He knew the city, the product, and was still telling me that he was honored to take the lead.

So what happened that kept him from ever calling the client? Why didn't he tell me the truth? This is what has me hopping mad at this moment.

My reputation has been tarnished because this "non-agent" didn't follow through.

Did he have to take the listing? Of course not, but at least give my referral a listing appointment to see what you can do for her.

So what should you do when you are called about a referral?

1. Be honest. Don't work in the area, not interested in the property. Don't worry. Speak mind up front and help the agent identify a fellow agent in the area that can help us out.

2. Follow Through. Okay, so we hear all the time about how bad we are. So why wouldn't you respect another agent?

Photograph by Stephan Szpak-Fleet and used via license of Stock.xchng.