How I Got 6 Awesome Real Estate Referrals Last Week

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

real estate agent Last week was a really interesting week for me in the real estate business, as I got 6 awesome real estate referrals that I was able to share with the agents at my office. Lots of agents are seeking referrals in order to add more buyer and seller leads to their sales pipeline. So, I thought it might be helpful for me to review where these leads came from and how they were converted—perhaps this will give you some ideas for ways to generate more referral leads in your own real estate business.

6 Sources of Real Estate Referrals

  1. Referral Exchange. If you are not a member of Referral Exchange, then you should join now. It’s a national network (membership required) and when an agent enters in a referral or when a buyer or seller goes on the Referral Exchange website, if the lead is for your area or community, you get an alert on your phone. Way to go Referral Exchange. This is the third Referral Exchange lead that we have converted this year, and we’ve manually entered about 8 leads into the system where we receive the referral fee once the out-of-area transaction closes. Referral Exchange takes care of the billing and the payments; this makes the whole process a piece of cake (or a piece of cheese, as my husband says).
  2. My Weekly Email Newsletter. An out-of-area agent has a relative who needs to sell his home in my area, so she gave me a call to see if I wanted to accept the seller referral. I asked her if we had met before, and she told me that she had been reading my email newsletter for years and remembered that I was from the area.
  3. Local Agent. An agent friend of mine from another brokerage is a bit under the weather and was about to take a listing. She looked long and hard at her recovery, and realized that she wasn’t going to be able to give her client the attention the client deserved. So, she called me to see if our company would take the listing off her hands.
  4. Investment Company. A local real estate investment company that buys, fixes, and flips contacted me to see whether we would represent them in the purchase and sale of a property. What a no brainer. Always have a few investors in your side pocket in case you come across some properties that need “a fix.”
  5. Former Agent from Our Brokerage. A former agent from our brokerage that works in another part of the county reached out to us to see whether we could help him with a multi-million dollar transaction. Our former agent is awesome, but has only been in the business a few years, so he felt it would be good if he were supported in such a large transaction.
  6. Past Client. Lots of people get referrals from past clients; that’s not uncommon. We have probably received more than one this week from a past client. But, one that comes to mind is a family who referred their brother to sell his home and buy a bigger one.

Reflecting on this pretty awesome list, all I can say is that we, as agents, have to be able to spin lots and lots of plates at the same time. It is almost as if we are in the circus, since we seem to have lots and lots of things to balance and juggle. But, if you can do that effectively with good systems and tools, they hard work of the balancing act will pay off big.


Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Gloria Benaroch 08/30/2016 03:00 AM
Real Estate Sales and Marketing

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Dave Rosenmarkle
Highland Realty - Arlington, VA
32 years of providing fully satisfying service!

Hi Melissa, 

thanks for the great reminders!


Aug 24, 2016 08:49 PM #28
Elyse Berman, PA
Best Connections Realty, Inc. - Boca Raton, FL
Boca Raton FL (561) 716-7824 CRS, ABR, GRI,ePR

Good morning Melissa Zavala .  6 referrals in one week is amazing.  Congratulations on that and the gold star!  And, thank you for the info on Referral Exchange.

Aug 24, 2016 09:32 PM #29
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Good Morning Melissa,

You are certainly having an awesome week.  6 referrals is fantastic.  Keep filling the pipeline.

Aug 24, 2016 10:48 PM #30
Ron Barnes
Associate Broker at Berkshire Hathaway Home Services Georgia Properties - Jasper, GA
"Most agents claim they're #1 - I THINK YOU'RE #1!

Some old and new ideas for business. It amazes me that other agents who retired or left the field call me instead of their former coworkers, but it does happen once in a while.

Aug 24, 2016 11:09 PM #31
Anne Corbin
Long and Foster - Lake Anna - Spotsylvania, VA
Serving Lake Anna & Central Virginia

I never heard of Referral Exchange, since I've been using Active Rain. Hopefully everyone on AR is using their referral program. I've seen a few in my state, but none close enough to home for me to offer my services.

Nice article!

Aug 24, 2016 11:34 PM #32
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

That was a great week, Melissa. Good for you, and I hope they keep flowing.

Aug 24, 2016 11:35 PM #33
Carol Lynn Johnson
Re/Max Elite Realty - Franklin, NC
Residential Specialist

I used to turn my nose up at paid referrals.  I am now on the other side.  I have significantly enhanced my commissions by seeking out referrals - happy to pay 25% every time!

Aug 24, 2016 11:48 PM #34
Robert Hicks
United Country River City Realty - Savannah, TN

Thanks for taking time to share.. T.C.B... Taking care of business...

Aug 25, 2016 12:01 AM #35
Scott Killian
Scott Real Estate - Bedford, TX
Call to start looking today

Referrals are great.  How much does referralexchange cost?  I see they match your referral to 3 agents.   

Aug 25, 2016 12:07 AM #36
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Word of mouth can be good or bad this we know. Both are deliberately driven. If others are saying the good, chances are there is something to it. Same with the not so good. In your case, the tally says contact Melissa Zavala to get it done

Aug 25, 2016 12:11 AM #37
Ron Aguilar
Continental Mortgage - Saint George, UT
Mortgage & Real Estate Advisor since 1995

#7 use the telephone and ask for referrals

Aug 25, 2016 12:13 AM #38
Connie St. James
Century 21 Cornerstone Realty - Auburn, CA

I love referrals.  I've been able to help friends and family who are looking for homes in Southern California (I'm in Northern Calif) and back in Chicago. And, I've gotten to know agents from other cities and states who have referred to me.  It's fun and a little extra income.  

Aug 25, 2016 03:46 AM #39
Mike Bjork
Pinnacle Home Loan - Redondo Beach, CA

Thanks for the tips.  There's a lot of great ways to generate leads, but referrals are the best source!  They tend to be more open to working with you, as they were referred to you by a trusted individual.  Great job with your referrals!

Aug 25, 2016 03:49 AM #40
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

Melissa,  Good analogy ... spinning lots of plates and keep them all spinning at the same time.  

Congratulations on this Feature Post! 

Aug 25, 2016 05:39 AM #41
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
MC Dwyer-Santa Cruz Mountains Property Specialist

Subtle "never forget" list tied in with an unforgettable image of an elephant walking across a log in the sky!      Thanks Melissa!

Aug 25, 2016 08:20 AM #42
Tammy Adams ~ Realtor / Podcaster
Maricopa Real Estate Co - Maricopa, AZ
A Maricopa Agent who Works, Lives & Loves Maricopa

That is fantastic! I hope they all panned out for you as well. Make the luck keep flowing!

Aug 25, 2016 08:49 AM #43
Robert and Lisa Hammerstein -201-315-8618
Keller Williams Valley Realty - Hillsdale, NJ
Bergen County NJ Real Estate

Melissa Zavala - We have had several successful referral from Referral Exchange. I actually signed up with them many years ago as Agent Machine. Very sporadic in having a constant flow from them but if you persevere it can be very lucrative.... at least it has been for us.

Aug 26, 2016 03:58 AM #44
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

Youve had a good week. Thanks for mentioning Referral Exchange - I have not heard of them. I'll check it out.

Aug 27, 2016 04:26 AM #45
Judi Campbell
The Results Realtors and Associates - Andover, MA
Realtor serving Andover and beyond!

That is amazing! I am trying to build my "team" now and look for every referral opportunity available. Thanks for the tips!

Aug 29, 2016 01:28 AM #46
NextHome Realty Center - Cypress, TX
The 'Golden' Experience Team!

Awesome post!  Congrats!  I love referrals from past clients, friends, family, other agents or my colleagues!  It's great to be in this business, meet agents from all over who want the best for people and think of you.  I'll have to check out Referal Exchange.  Thanks for the tip and enjoy your Labor Day weekend!

Sep 03, 2016 06:52 AM #47
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Melissa Zavala

Broker, Escondido Real Estate, San Diego County
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