7 Ways to Get More Real Estate Referrals from Past Clients

By
Services for Real Estate Pros with Morris Real Estate Marketing Group

Chances are, you want more referrals. Who doesn’t? After all, they tend to have a high lead-to-new-client ratio. So, increasing your real estate referrals by just 10% can give your income a big boost.

Although referrals can come from many sources — business contacts, word-of-mouth, your geographic farm — arguably the best source is your past clients. After all, they know your great service first-hand. As homeowners, they’re also in a position to recommend a real estate agent two to three times a year, on average.

How do you get more of your past clients to recommend you? Here are some tips:

  1. Do a great job Obviously, clients will be reluctant to recommend you if they’re not happy with your services so explore how you can “up your game” in this area. Look for ways to provide the kind of outstanding service that gets appreciated and remembered.
  2. Follow-up after the sale Here is great article that covers the when and how to request real estate referrals from past clients. What is important is that you get a sense of what their experience was like working with you. Often, the best approach is to simply ask, “On a scale of one to five, how happy were you with my services?”
  3. Send a high-value direct mail newsletters regularly Many homeowners have trouble recalling their agent’s name three years after the sale. Real estate direct mail not only ensures that doesn’t happen, it’s also one of the best ways to build loyalty with your past clients — so they think of you, and only you, when someone asks them, “Do you know a good real estate agent?”
  4. Call/visit at least twice a year A call or visit twice a year builds the relationship with your client. Ideally, you want them to think of you as their real estate agent, in the same way they see “Jane” as their accountant and Dr. Mike as their dentist.
  5. Continually remind clients you welcome referrals Regularly, across all your communications, remind past clients that referrals are welcomed. In real estate marketing, as in other industries, it’s well-known that just by making people aware that you welcome referrals increases your referrals.
  6. Send a big thanks after getting a referral Getting one referral from a past client is great. Getting two, three or more is even better. The way you keep them coming is by thanking the client soon after they recommend you. Do this via a phone call, greeting card, bouquet of flowers — or all three!
  7. Occasionally, ask for a referral The chances of you getting a referral doubles if you ask for them. That doesn’t mean you need to be a pest. Don’t make real estate referrals the topic of every conversation with a client! Instead, pick the right moment and then ask confidently. Keep in mind that, as referrals expert and author Joanne Black points out, “…people wantto put good people together. (At least 98 percent of us do.)”

Bottom line? Your past clients are a goldmine of potential referrals. But like a goldmine, you need to take action to get more of those referrals out of the ground! These tips will help.

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Will Hamm 08/20/2019 04:45 PM
Topic:
Real Estate Sales and Marketing

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Rainmaker
3,242,298
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Darcia,  Great information for us to have here in the rain and we can all learn from this blog.!  Can I reblog this one sometime.?

Aug 07, 2019 09:14 AM #1
Rainmaker
22,288
Darcia Armstrong
Morris Real Estate Marketing Group - Toronto, ON
North America's #1 Real Estate Marketing Systems

Thank you Will, and sure! Just leave the links intact and credit https://www.morrismarketinggroup.com/. :)

Aug 07, 2019 10:38 AM #2
Rainmaker
4,160,435
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Darcia, your first tip is the best one, and your clients will remember and definitely rave about your service to others around them.  Great post.

Aug 07, 2019 03:40 PM #3
Rainmaker
3,212,019
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Tip #1 is the most important... if you've not done a good job all the rest won't matter!

Aug 21, 2019 04:41 AM #4
Rainmaker
3,301,919
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Realtors - Luxury - Divorce

We remind our spheres every month of ways that they can remind others to refer business.

Aug 21, 2019 05:27 AM #5
Rainmaker
22,288
Darcia Armstrong
Morris Real Estate Marketing Group - Toronto, ON
North America's #1 Real Estate Marketing Systems

Nina and Joan, agree 100% that doing a great job is most important! Unfortunately, people seem to have short-term memory. An agent can do the best job in the world but if there's no follow up, they will lose some great leads. NAR research indicates 90% of buyers indicate that they will use their agent again or recommend their agent to others but only 12% actually hired an agent that they had previously used to purchase a home. Staying top of mind can do wonders for repeat and referral business.

 

Aug 21, 2019 06:27 AM #6
Rainmaker
537,707
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Good suggestions. I have a hard time asking for referrals.  I do stay in touch though!  And I always send two personal notes when getting a referral--one when I initially get the referral and another with a gift card thank you after the deal closes

Aug 21, 2019 01:43 PM #7
Ambassador
3,444,515
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

 I agree with all of these methods - all truly work, Darcia. The funny thing is that people forget to either ask for the referrals OR, worse yet, they forget to THANK those who sent the referrals! It's such an easy thing to do!

Aug 21, 2019 09:36 PM #8
Rainmaker
1,514,585
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

Great tips and reminders.  Being in front of people really makes a difference.

Aug 22, 2019 02:34 AM #9
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Darcia Armstrong

North America's #1 Real Estate Marketing Systems
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