An Easy Way to Double Your Real Estate Business Every Year

Education & Training with Sell with Soul

double your businessSo... whatcha' thinking I might be thinking here? More lunch dates? More blogs? More Facebook, Twittering or Linking In? Or, egads, more cold-calling, door-knocking or referral-begging?


Here's a reeeeal easy way to double your business every single year.

EARN one referral from every single client.

If every buyer and seller you serve, every year, were to send just one buyer or seller your way in the twelve months following your time together, you'd double your business, wouldn't you? And of course, if your buyer or seller is that tickled with you that they'll send one person your way, I'm guessing they might do it again... and again... and maybe even again!

So, how do you go about inspiring your buyers and sellers to refer business to you?

Expensive closing gifts?

Incessant reminders of your affection for referrals?

Monthly newsletters and postcards showcasing your listings?

Boilerplate greeting cards on the one month, three month, six month and one year anniversaries of their closing?
No again.

A contract signed at closing where your buyer or seller commits to sending you at least three referrals?
OMG, no.

Gifts, drips, cards or contracts won't inspire anyone to send you business. Oh, they might remind someone that you exist and how to find you, but unless they already think highly of you as a real estate agent, ain't no business coming your way as a result of said gifts, drips, cards or contracts.

It's so, so, so simple. Just be great at what you do. Take care of your current clients as your very first priority. Go the extra mile (where, to paraphrase Roger Staubach, there's not much traffic). And then stay in touch just enough to remind without becoming a nuisance.

And watch your business grow...

Y'think Your Clients Are Talking About Their Real Estate Agent?
If a Tree Falls in the Forest and Nobody Hears it, Is Your Realtor Doing His Job?
Okay, So the Sign's in the Yard, What Next?
Ten Ways to Show Your Seller You Don't Care
I'm the Best Listing Agent I know




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Show All Comments
Vance Booher
Re/Max Select, SRES - Greensburg, PA

Morning Jennifer!  Yep all those technical, procedural, do this, then do that, every 2 weeks, once a quarter, auto-mailers, email cards, yada, yada, yada don't mean crap if you didn't earn their trust and respect by your own actions.  Just a total waste of time and money.  You got it right!  Be yourself.  Do what you do with professionalism, dedication, respect for ethics, and honest care about what your clients want and need, and the referrals will definately come your way.  Have a great day.

Oct 10, 2011 01:19 AM #3
Ritu Desai
Samson Properties - Ashburn, VA
Virginia Realtor-Fairfax/Loudoun/PW-703-625-4949

GM Jennifer, it is so true do your job and people will remember you for all the hard work and extra mile you went to get things done. I read your article in our local VAR publication. Very nicely written up article.

Oct 10, 2011 01:33 AM #5
Charlie Ragonesi - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros

There are a lot of gimmicks out there for sure. But what you have said is the way to double your business pure and simple

Oct 10, 2011 01:37 AM #6
Susan Haughton
Long and Foster REALTORS (703) 470-4545 - Alexandria, VA
Susan & Mindy Team...Honesty. Integrity. Results.
Double or triple, not to mention save big bucks on the gimmicks. Seriously, I would be annoyed if my agent "popped by" to see me - if he or she did a good job, then I can well remember that without any prompting!
Oct 10, 2011 01:41 AM #7
Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

Great customer service is what keeps me going back to any it only makes sense to offer the same great level of service myself.

Oct 10, 2011 01:50 AM #8
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents

I certainly like the idea. Being very good at what you do do certainly increase the chances of increasing the business. Sometimes, it's not what you do after the closing, it's what comes afterwards.

Oct 10, 2011 01:51 AM #9
Cindy Jones
Integrity Real Estate Group - Woodbridge, VA
Pentagon, Fort Belvoir & Quantico Real Estate News

Jennifer very true.  A referral is the best way to keep our business growning.  One then another then another.  It's not fancy but it works.

Oct 10, 2011 01:57 AM #10
Nancy Pav
Century 21 Redwood Realty - Ashburn, VA
Nancy Pav, Your "GottaHave" Realtor

I agree, being very good is important.  But, I want to argue here a little this morning.  When you're very good at what you do, you make it look easy.  I like to have smooth transactions which take work and anticipation.  Clients don't always appreciate easy...they think we make too much money for "easy"

I think that first and foremost, we need to do a good job but we need to add follow up to the mix.  I remind people I'm here to help.  After our recent storms I called to see if they needed anything.  The people I was able to talk to were happy to hear from me.

Oct 10, 2011 02:15 AM #11
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Nancy - I agree that staying in touch is critical (and I do say that in the blog), but it's not going to change someone's referral behavior if they weren't impressed with the agent during their time together. That's where I think our industry misleads agents - by insisting that Staying in Touch is the key to success! The cynical side of me figures that there's a whole lot more money to be made (by the Stay in Touch companies) by selling systems TO stay in touch than there is in teaching agents to do a good job ;-]

Cindy - I love how you word that - "It's not fancy but it works!"

Loreena - did you mean to say it's what comes "before?"

Debbie - I agree (obviously) and besides, it's SO much more fun to show up to work every day if you know you're doing your very best and your clients love you ;-]

Susan - EXACTLY!!! And if said agent who did a lousy job for me insisted on popping by (either in person, in my mailbox or my email inbox), I'd become more and more annoyed with him or her every time he or she reminded me of their existence!

Charlie - Away with the Gimmicks!

Ritu - I haven't seen that article! Do you have a copy of it???

Corinne - Especially in our industry, unfortunately... :-(

Vance - You said it!

Carol - it really IS that simple!

Mike - Thanks! You have a great day too and thanks for being my first comment!

Oct 10, 2011 02:51 AM #12
Brin Realty Associates Team At Bean Group
Bean Group | Brin Realty Associates - Amherst, NH
Amherst NH homes and Southern NH real estate

Great blog Jennifer, underpromise and overperform, way to go.

Oct 10, 2011 03:13 AM #13
Former Agent
None - Adak, AK

A lofty goal, one referral from every client.  It shouldn't be so difficult and it would be FABULOUS.  I love referring friends to service providers that I trust and value (e.g., pediatric dentist, tailor, dry cleaner for special occassion garments . . . .).  And, these people don't ask/beg for referrals.  They are just damn good at what they do and I want to share my resources with my friends.

Oct 10, 2011 04:12 AM #14
Doug Rogers
Bayou Properties - Alexandria, LA
Your Alexandria Louisiana Agent

A contract for referrals at closing, I love it! Thanks for the advice!

Oct 10, 2011 04:28 AM #15
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Doug - that's a real strategy - asking clients to commit, contractually, to sending you referrals. There was a blog about it a few years back that blew me away...

Aimee- I agree - when you break it down that way - just ONE referral from every satisfied client - that should be easy, right?!

Rene - thank YOU!


Oct 10, 2011 05:03 AM #16
Liz Vatovec
Keller Williams Realty - Clarksville, TN

Great post, most of my business comes from past client referrals. It is nice to know my past clients trust me to handle such a big transaction for someone else they know. 

Oct 10, 2011 08:58 AM #18
Fay Kelley
Interdimensional Healing Light - New River, AZ
Alternative Healing With Crystal Energy

Way cool !!!   Thanks so much for sharing your article !

Oct 10, 2011 02:56 PM #19
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

Jennifer this is why you should always treat your clients very good. Answer your calls on time and treat every client like their are your number one client. Thanks for sharing Jennifer.

Oct 20, 2011 01:39 PM #20
Karen Salmon
Royal LePage Benchmark - Okotoks, AB
Okotoks Real Estate Agent

If new agents would just spend more time looking after every single potential client that came their way their businesses would flourish. It works!

Oct 24, 2011 04:08 PM #21
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul

Karen - Yes indeed. Amazing how our industry doesn't seem to get that! But you can tell us all about it on Thursday morning... ;-]

Lanre - Seems so obvious to me!

Fay - glad you enjoyed it.

Liz - once you have a database of satisfied past clients, your business really does take on a life of its own. It's a beautiful way to make a living.

Dedra - you are very welcome.



Oct 25, 2011 12:43 AM #22
Digital Digital
Alachua, FL
full service

Hi Jennifer,

Thanks for sharing another simple but practical tip.

Happy Thanksgiving

Nov 24, 2011 03:15 PM #23
Paul Gapski
Berkshire Hathaway / Prudential Ca Realty - El Cajon, CA
619-504-8999,#1 Resource SD Relo

Wow it seems so simple but yet it is so true.  Iheard that many times and they are certain times to ask for ref's when you create that wow moment.

Mar 02, 2012 11:01 PM #24
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Jennifer Allan-Hagedorn

Author of Sell with Soul
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