How to Ask for (and Get)

More Referrals in Real Estate

how-to-ask-for-and-get-more-referrals-in-real-estate

For real estate agents, referrals are more than just “nice to have.” They’re one of the most powerful ways to grow your business, especially if you’re working in a tight-knit community like many parts of Indiana. A solid referral network means you’re not constantly chasing cold leads—you’re serving warm, ready-to-go clients who already trust you.

But here’s the thing: referrals don’t always come automatically—even if your clients love you. You have to be intentional about how, when, and why you ask for them.

Let’s break down how to confidently ask for referrals, provide memorable service that makes people want to refer you, and build a steady stream of clients who come to you by word of mouth.

💬 Why Referrals Matter So Much in Real Estate

Referrals are powerful because they come with built-in trust. When someone recommends you to a friend or family member, that person is far more likely to reach out—and to believe in your skills before they’ve even met you.

Here’s what referrals offer:

  • Higher conversion rates

  • Lower marketing costs

  • Stronger client relationships

  • More long-term business

And the best part? One happy client can turn into multiple future deals if you play your cards right.

🧠 Step 1: Shift Your Mindset Around Asking

Many agents feel awkward asking for referrals—like it’s begging or self-serving. It’s not. When you’ve provided great service, asking for referrals is simply giving clients a way to help their friends while supporting someone they trust (you!).

👉 Think of it this way: You’re not asking for a favor—you’re offering value.

Confidence is key. If you’ve done your job well, you’ve earned the right to ask.

🏗️ Step 2: Set the Stage Early

Don’t wait until the closing table to mention referrals. You can plant the seed from the beginning of your relationship.

Say something like:

“My business runs almost entirely on referrals, so I always aim to give my clients an experience they’ll want to share. If you ever know someone who could use a good real estate agent, I’d love to help them too.”

It’s low pressure and sets the expectation that referrals are part of your business model.

📦 Step 3: Deliver a “Refer-Worthy” Experience

You can’t ask for referrals if you’re not referable. That means:

  • Communicating clearly and consistently

  • Being proactive with updates and education

  • Solving problems without making it your client’s burden

  • Showing up as a knowledgeable, calm, and trustworthy guide

🎁 Small touches matter too: handwritten notes, thoughtful closing gifts, and personalized check-ins all create an experience clients want to talk about.

⏳ Step 4: Ask at the Right Time

Timing is everything. The best time to ask is when your client is feeling especially happy, supported, and excited—not stressed or overwhelmed.

Here are a few great moments to make your ask:

  • After they’ve accepted an offer or had their offer accepted 📝

  • After a successful closing 🏡

  • After a positive testimonial or compliment 🤩

  • During a follow-up call or home anniversary check-in 📆

🗣️ What to Say When Asking for a Referral

Keep it simple, genuine, and personalized. Here are a few scripts you can tweak:

After Closing:

“I loved working with you—thank you for trusting me with such a big decision. If you have any friends or family looking to buy or sell in the next year, I’d be honored to help them too. Referrals mean the world to me.”

In a Follow-Up Email:

“Hey [Name], I hope you're loving your new place! If anyone you know is starting the home search (or thinking about selling), feel free to pass along my info. I’d be glad to help them out like I did with you.”

Social Media CTA:

“Know someone buying or selling this year? I’d love to be their go-to agent. Referrals from amazing clients like you keep my business thriving!”

🧸 Step 5: Make It Easy to Refer You

Sometimes people want to refer you—they just forget how.

Here’s how to make it simple:

  • Add “I love referrals!” to your email signature

  • Include referral reminders in your newsletters

  • Share client stories and wins on social media

  • Offer a downloadable “How I Help Your Friends” referral card

  • Create a Google review link you can text or email

✅ Bonus: Have your clients follow you on social media so they can easily tag you when their friends are house-hunting.

🎁 Step 6: Show Gratitude

When someone refers you—even if it doesn’t turn into a client—thank them promptly and personally. People want to feel appreciated.

Ideas:

  • Send a handwritten thank-you note 💌

  • Give a small gift (coffee card, home candle, local treat)

  • Publicly shout them out (with permission) on social media

  • Enter referrers into a quarterly drawing or appreciation event

💬 Example:

“Thank you so much for thinking of me and connecting me with your friend. Referrals mean everything to my business, and I’m truly grateful!”

🔁 Step 7: Turn Referrers into Raving Fans

Your best referral sources are your happiest past clients. Stay in touch with them long after the transaction ends.

Ideas to keep the relationship alive:

  • Home anniversary cards or gifts 🎉

  • Seasonal check-ins or market updates 📈

  • Invitations to exclusive client appreciation events

  • Shareable social media posts they can forward

The more top-of-mind you stay, the more likely you are to be the first person they mention when real estate comes up in conversation.

💡 Pro Tip: Systematize Your Referral Process

Don’t just “hope” referrals happen. Build them into your routine:

  • Add referral asks to your client follow-up templates

  • Include referral reminders in your CRM or task manager

  • Create quarterly check-ins with past clients

  • Use marketing tools like postcards or emails to stay visible

✨ When referrals become part of your process, they become part of your results.

📌 Final Thoughts: Referrals are Built, Not Begged

Earning more referrals doesn’t happen by accident—it happens by creating exceptional experiences and inviting others to share them.

Here’s your new referral roadmap:

  • Deliver amazing service

  • Set the expectation early

  • Ask with confidence

  • Make it easy to refer you

  • Say thank you—every time

  • Stay in touch

  • Repeat!

With consistency, your referral flywheel will keep turning—bringing new leads, deeper trust, and sustainable growth. 🚀

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