Referrals – Still The Realtor’s Best Leads

Posted by: Marc Rasmussen on February 12th, 2010

Most of my business comes from the internet but I still cherish referrals. In my opinion they really are the best and most inexpensive leads. If you look most markets you will probably notice that the Realtors who focuses on referrals are usually the largest producers. These leads generally don’t come in vast quantities like internet leads but the quality is much better.recommendation-two-thumbs-up

Here are 5 tips to help get more referrals:

1)    Satisfied Customers

You won’t get too many referrals if you don’t provide good service. Clients who are happy with your service are more likely to refer people to you. Keep your name in front of your past customers consistently. They will forget about you if you don’t touch them often enough. Unfortunately, I have found this out the hard way.

2)    Networking

Do you spend time at networking events? This can be a successful way to generate referral business. People do business with people they know and like. It is not uncommon to see several Realtors at networking meetings. Make networking fun and not a chore. If you get some business out of it that is great, if not at least you had a good time.

3)    Vendors

How about getting referrals from an appraiser, interior designer, painter or handyman? These can be great sources for referrals. Buy these people lunch, give them gift cards or provide something else of value. Let them know that you are looking for referrals.

4)    Don’t Be Frightened

Don’t be frightened to ask for referrals. You should not be ashamed to ask for them. Instead of asking, “Do you know anyone else who could use my services?” ask, “Who do you know who could use my services?”

5)    Closing Gifts

This may be the last thing your client remembers about the transaction. A great closing gift could produce a few extra referrals every year. You may want to deliver the closing gift a week or two after the closing. This way you can check on your clients and make sure everything is hunky dory. They will most likely remember this and they will feel that you went that extra mile for them.

Check out HomeGain’s lead referral program, AgentEvaluator.



8 Comments on “Referrals – Still The Realtor’s Best Leads”

David Meek

Great post Marc. It sounds trite but “back to basics” is really the key. I have spent a lot of money on the website and SEO. People have found me, but without old-fashioned face-to-face or phone follow up, the leads evaporate quickly. I don’t do business with people who I don’t connect with and I can’t expect to remain foremost in my clients minds if I am not making sincere efforts to connect with them. I will check in on your blog. Thanks, David


Info like this is always helpful. Just when I think I have it down, I read and article like this and realize that I have a lot of room to improve. I’m always looking for ways to do things better, so thanks for pointing me in the right direction!


I have heard several companies refer that they are going “back to the basics”. I agree that face to face is still the most reliable.

Robert Worthington

Hi Gang, great comments! If your not selling enough real estate your not talking to enough people.

Myles Weisman

I completely agree with your post! Back to basics is key if any Realtor wants to get their name out there. I work in San Diego and I have sold many more homes from word of mouth and referrals than anything else. The more face time you have with your clients the better!

Karen Whitman

Referrals are a great way to build a stable client base and a reputation. It is all about treating your clients well and making them feel taken care of. The more clients you are able to be in contact with the larger your client base will become.

Peter Taliangis

I give very generous referral fees – I value anyone that is willing to lead me to new business.

Rob McCance

I also give excellent gifts $150-$200 gift cards to the nicest steak house in Atlanta.

I also pay very high referral fees. Like you said, a serious referral client is the best!

Both seem to work fairly well.

Rob for Atlanta Real Estate

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