How Does Kathleen Daniels Make An Agent Referral?

Real Estate Broker/Owner with KD Realty - 408.972.1822 CA BRE#01366594

Making agent referrals is not a random process.

The steps I take in choosing the right referral agent

For the most part, when someone needs an agent out of the area, my mind immediately thinks of an ActiveRain member. My mind has learned to “map” where my favorite AR peeps live and work. 

If I need to make a referral to an area where someone in the AR community does not immediately come to mind, I will call an ActiveRain member in the general area and ask if they know of someone they can confidently recommend in the area.


graphic illustrating consulting creates success


I recently needed to make a referral. The client I was referring was referred to me by a probate attorney. The client I was referring was moving to an area I thought Debbie Laity could manage.  It turned out it was close to but it was not in an area she serves.  However, Debbie raved about another agent who does work the area and suggested I refer my client to that agent. Debbie was not just giving me a name of someone she knew. Debbie had referred people to the agent and had the first-hand experience to confidently recommend her.

I called the agent Debbie recommended.  She was responsive. That was a good first sign. 

Consultative Approach

We had a lengthy discussion about my client’s needs. My referral process boils down to a highly consultative approach. I ask a lot of questions. 

Having worked with my client as the executor of his uncle’s estate, I got a good feel for his personality. Sometimes when I talk with a potential referral agent I get a strong sense that they would not be a good fit working with the people I am referring to them.  In this case, I knew the agent Debbie recommended would be a great match. 

My client closed on the purchase of his home earlier this month. I already knew about the closing because my client shared it with me on Facebook. However, the agent called to tell me the sale closed and that she would be mailing the referral check in a couple of days. She also expressed how much she enjoyed working with my clients. 

It was a perfect match. My client raved about the agent I referred as well. 

As Debe Maxwell, CRS refers to referral income, I expect to receive my “mailbox money” before the end of the month. 


Making agent referrals is not a random process. It takes time, effort and dedication. It is not like throwing a ball over the fence and hoping someone is on the other side and will throw it back.  

Making agent referrals is about having a network of professionals at my fingertips, knowing what my clients' needs are, and finding the agent with the work style and personality that fits with my client. 


Written and posted by Kathleen Daniels, Independent Broker-Owner of KD Realty in San Jose, CA, an entry to Debbie Reynolds March contest – Referrals Matter.


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Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Clearly you are top notch and refuse to make blind referrals.  I'm the same way.

Mar 27, 2018 06:40 PM #1
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Kathleen those who we refer our clients to are a reflection on us and impact our reputation, so extra care needs to be taken each and every time we refer someone.

Mar 27, 2018 06:57 PM #2
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

Do you get a hud 1 from those you refer to Kathleen Daniels? I supply this to the suprise of most agents... 

Mar 27, 2018 11:19 PM #3
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

I like the term "mailbox money" and it certainly is gratifying knowing the right connection was made, Kathleen. Thanks for sharing.

Apr 01, 2018 08:10 PM #4
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hi Kathleen, beyond the alliterative appeal, I also like the term "mailbox money".

Apr 02, 2018 09:13 PM #5
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Kathleen, I always reach out to our network here on AR and when it is not in the person's area they are generally very good at referring others... I have done it over the years the same way. Now keep in mind it is nice when that person at least says thank you or throws a bone your way:))Endre

Apr 05, 2018 10:22 PM #6
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Kathleen

Well your approach does not surprise me in the least, and no doubt it is effective, as just this one example indicates. A referral should NEVER be a random process!


Apr 11, 2018 08:14 PM #7
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

Kathleen Daniels - There are people who claim to be professionals, and there are ones who ARE professionals. Kathleen, you are a pro and very professional in all aspects of Real Estate. You definitely do your due dilligence when making referrals. 

Apr 22, 2018 07:46 PM #8
Debe Maxwell, CRS | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

I don't know how I missed this post, Kathleen but, I do refer the same way you do - it's a process. If we care about our clients, we do extensive research & interviewing...and it pays off with a great experience for them with a wonderful agent. Oh, and we enjoy the icing on the cake with a little mailbox money too!

Apr 29, 2018 09:27 PM #9
The Villages Realty
The Villages Realty - San Jose, CA
"Our Performance Will Move You!"

Wonderful post on a localized topic.  Keep it up!  Hope some business flows your way!

Aug 31, 2018 08:06 PM #10
Lynn B. Friedman
Atlanta Homes ODAT Realty Call/Text 404-939-2727 Buckhead - Midtown - Westside -- and more ... - Atlanta, GA
Concierge Service for Our Atlanta Sellers & Buyers

Kathleen Daniels
Good information ... like the mind map - like Sherlock Holmes!  Lynn

Thinking of you tonight - wishing comfort and grateful for our friendship!

Sep 30, 2018 09:31 PM #11
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Kathleen Daniels

San Jose Homes for Sale-Probate & Trust Specialist
An Independent San Jose Real Estate Brokerage
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