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How to Turn Your Closings into Referral Clients

By
Real Estate Broker/Owner with Broadpoint Properties Cal BRE #01324959

real estate agentsThe year is well into Q2. Are you taking advantage of your current situation and leveraging your sales pipeline? Closed transactions and those currently in the process can actually be the key to additional business later this year and beyond. Whether you want to close ten transactions or ten thousand, here are five ways to turn your closings into referral clients.

  1. Host a house-warming party. No matter the season, a house-warming party is a great way get to know the friends, family, and neighbors of your past clients. Once you help your buyers find their dream home, offer to host a house-warming party. Using your preferred service providers to assist you, make this party work for you. Send the invites, bring the food, and help clean up. The benefit: You meet all sorts of new people and prospective future clients.
  1. Send out Just Moved cards (or emails). Similar to the house-warming party, you can connect with the friends and family of your clients when you send moving announcements. Whether you do this via email or the postal service, this technique has multiple benefits: It helps you grow your list, provides a service to your clients, and also serves to serves as a testimonial to prospective buyers and sellers.
  1. Create your own drip campaigns. Top-of-mind awareness plays a vital role in converting your past closings into lifelong clients and referral sources. Set up bi-monthly or monthly email drip campaigns. To keep these email campaigns interesting, be sure that they not only sell your services but also focus on providing information of value, and sharing a little bit of you. People love to connect on a personal level. When you open up a window into your world, past clients get to know you better, and may feel more comfortable referring you to friends and family.
  1. Get reviews and testimonials. While it is much easier to obtain a review while you are in the midst of the transaction, always ask for reviews or testimonials anytime that you can. Request reviews on review sites or ask clients to provide you with testimonials that you can use in promotional materials. A strong endorsement goes a long way. Remember the last time you made a purchase via the Internet. You read the reviews first, didn’t you?
  1. Follow up regularly. A client can become a lifelong friend—especially if you follow up regularly via phone, social media, and U.S. mail. Keep in touch with your new friends. When you create a lasting bond, it will lead to referrals for life.
  1. Ask. Perhaps the most obvious way to turn clients into referrals is the one we often don’t think of: just ask. Without overselling, don’t by shy about asking your current and past clients if they know anyone who may be buying or selling soon. You may be glad you did!

Comments (29)

Patricia Kennedy
RLAH@Properties - Washington, DC
Home in the Capital

Melissa, simply staying in touch after settlement is far more than most agents bother to do.  Gread advice here.

Apr 24, 2016 04:31 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Melissa

This is a well deserved feature on Kathy's list. I think #6 is pretty darn important and needs to be a regular question to ask

Jeff

Apr 24, 2016 08:38 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

You sound like you may have been to some Buffini & Company training? We're taught these five and a few more. I'll echo that they are all very effective methods...although the house warming parties seemed to have faded away these days, have you found that in your area?

Apr 24, 2016 11:43 AM
Jack Tenold
Jack Tenold LLC - Spokane, WA
Specializing in Reverse Mortgages

Repeat business and referrals are so important in sales.  I am fortunate that my company provides me with a Top of Mind component which is extremely helpful.  Your ideas for generating more business are top notch.

Apr 25, 2016 08:39 AM
Cindy Keil
Cindy Keil Coaching - Omaha, NE
CEO Cindy Keil Coaching

My clients are for life! I communicate via phone, in person, email, gifts, etc... I call my clients 6-8x year
Thanks for the great post

Apr 25, 2016 08:59 AM
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate (435) 632-9374 - St. George, UT
St. George Utah Area Residential Sales Agent

Melissa, I am putting this in front of my face and am going to implement a few things that I am currently not doing. Thank you for the ideas and the list!

Apr 25, 2016 08:59 AM
Dorte Engel
RE/MAX Leading Edge - Bowie, MD
ABC - Annapolis, Bowie, Crofton & rest of Maryland

Dear Melissa,

Great ideas.

Apr 25, 2016 09:16 AM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

I think hesitating to ask is one of the worst things we can do.   It never hurts to ask..

Apr 25, 2016 09:26 AM
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

The only two I'm buying are 5 and 6.  Relationships are key, not parties, not drip campaigns, etc.  Making that connection with your clients is key.  No gimmicks needed.  

Apr 25, 2016 09:56 AM
John Alesi
Century 21 Award - Mission Viejo, CA
(Orange County California Real Estate)

All good ways to keep the connection. Thanks for reminding me about them.

Apr 25, 2016 10:16 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

When I was a kid my sister and I would always be afraid to go "Ask Dad if we could go somewhere" ... although we felt intimidated, we realized the worst thing that would happen is he would say "no".  It's the same way with asking for a referral.  If we did a good job and the client appreciated our efforts, there is a good chance a referral or testimonial is on the way.  Loved your list Melissa Zavala .. I will be reviewing this again.  Have bookmarked it!  Again, Thanks!

Apr 25, 2016 11:09 AM
Woody Edwards
First Choice Realty, Inc - Chesterfield, VA
A Realtor® Who Answers His Phone!

All good points.......especially #6.  You have to ask!

Apr 25, 2016 11:42 AM
Terry McCarley
Coastal Real Estate - Cape Coral FL - Cape Coral, FL
REALTOR, SRES, CDPE - Cape Coral, FL

Great list and I love #1 - excellent way to meet the new homeowners friends

Apr 25, 2016 10:13 PM
Ron Aguilar
Gateway Mortgage Group - Saint George, UT
Mortgage & Real Estate Advisor since 1995

excellent post, my favorite: Create your own drip campaigns.

Apr 25, 2016 11:36 PM
Greg Mona
West USA Realty - Scottsdale, AZ
Professional Real Estate Representation for YOU!

Thanks for the reminders Melissa Zavala.  These are all common sense and logical tips, but it is amazing how we sometimes "forget" to do some of them.

Apr 26, 2016 01:34 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I started doing housewarming parties for my buyers a couple of years ago. I invite the neighbors on the block.  Haven't rec'd any biz from it but gets my name out there!

Apr 26, 2016 10:48 AM
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Great ideas Melissa. I like the "just moved" cards or emails.

And you can not beat ASKING

Apr 26, 2016 12:26 PM
Shanna Day Team Leader AZ & UT - Call 480-415-7616
Keller Williams Realty EV (AZ) & Keller Williams SLC (UT) - Mesa, AZ
Top 0.33 of 1% of 79,000 AZ Realtors

One of my favorite clients has taught me, "The answer is always no unless you ask!"  

Apr 30, 2016 12:07 PM
Tammy Adams ~ Realtor / Podcaster
Maricopa Real Estate Co - Maricopa, AZ
A Maricopa Agent who Works, Lives & Loves Maricopa

I am with several others on here. Worse case you get a no. But if you don't ask, you guarantee it. 

May 05, 2016 05:51 AM
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

These might seem basic, but they make sense overall and they have a kind of a glue to hold everything together.

May 06, 2016 02:19 PM