Referrals 101

Growing your real estate business can seem intimidating if you think about the marketing efforts, expenses, and time it takes to attract new clients all the time. Clients coming to you through referrals or repeat business can be a much more efficient use of resources and can be a flattering and rewarding reinforcement of your service and professionalism. Successful real estate agents know the value of referrals and the importance of cultivating business through this avenue. Here are some of the fundamentals of increasing referrals:



Ask for the business

People won’t know that you’d appreciate referrals unless you tell them. At the end of successful transactions, let your clients know that you’d be grateful if they passed your contact information along to friends and family. Periodically remind followers on social media platforms that referrals are important to you and that you value their recommendations. When you meet people socially, let them know what you do and how you can be contacted. Always tell clients that your goal is to maintain relationships with them and hope to serve their future real estate needs.


Start with service

In real estate, agents earn referrals and repeat business through satisfied clients. When clients have positive real estate transaction experiences because of the excellent service you provided, they are more likely to refer you to their friends and family. They are also more likely to sing your praises and to convince people to give you a call. Word of mouth is important in real estate, and you always want to deliver the kind of service that creates glowing reviews.


Stay in touch

Don’t let client relationships end at the closing table. Follow up with former clients to let them know you care about them beyond the real estate deal. Contact them after they get settled in their new home, send holiday greetings, and keep them up to date on real estate market conditions in their area. Check-in from time to time just to say hello and ask if they know of anyone who is buying or selling a home.


Add protection

Adding HSA home warranties to every transaction can help you build referrals and repeat business by increasing client satisfaction. HSA home warranties are one-year service contracts that can help safeguard against the cost of covered repairs or replacements to covered major home system and appliance components that fail due to normal wear and tear. This type of coverage can be valuable to buyers and sellers alike by offering budget protection and peace of mind. When you add home warranty protection, clients will know that they have their best interests at heart and want them to have a successful real estate experience. When they use their coverage, they’ll be reminded of your service and the value you added to their transaction.


When clients refer you or call you to represent them again in a real estate transaction, be sure to thank them for their confidence and trust with a written message or a personal call. They will appreciate hearing from you and may be more likely to recommend you again.