You showed your love closing that last transaction with your clients. You DELIGHTED them YET the love is not coming back with the referrals. WHAT is wrong with the ying yang in the universe you ask yourself? Simple, it takes just a LITTLE MORE on your part....
Two Reasons You Are Not Getting Referrals
On your first referral they sense from you PERCEIVED INDIFFERENCE. You have to communicate that enthusiasm to them their friends and family need go nowhere else than with YOU to help out in real estate. If you don't keep telling them they will ASSUME it doesn't matter to you.
On getting the second referral you don't get it because of LACK OF EXPRESSED APPRECIATION. What YOU appreciate, appreciates!!! Thank them hugely!!
So tell people you can continue to help those around them after a closed transaction, and appreciate folks at every turn.