How to Ask for Real Estate Referrals: Use these 5 Proven Referral Scripts
From expired listing scripts to objection handling, scripts are one of the best resources out there for agents.
In this guide, we’ll go over how to ask for real estate referrals so you can gain more leads and close more deals. You’ll also find a selection of referral scripts for real estate, so you can grow your network and expand your business. Use these five tried-and-true real estate scripts to ask for referrals confidently.
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How & When to Ask for Real Estate Referrals
Referrals in real estate are important for several reasons. First, they can help you increase your profit margins, as a referred customer is more likely to seek out your services because they received your referral from someone they trust. Second, they help raise brand awareness through word of mouth, social media, and other platforms.
With that said, there are many reasons why you should work on referral marketing in your business. But what goes into asking for real estate referrals?
How to Ask for Real Estate Referrals:
Don’t be too salesy:
One of the top reasons why real estate agents don’t ask for referrals is that they don’t want to come off as too salesy. While this fear is valid, as it can deter clients from referring your services to their network, there’s a way around coming off too strong.
When asking for referrals, it’s important to build a strong relationship that’s built on trust. Check on how your client is doing, talk about your own interests and personal life, and show that you care about their wellbeing. Doing so will make referring you to their friends, family, and coworkers a natural habit.
Get the timing right:
Another tip on how to ask for real estate referrals is to get the timing right. There’s always a time and place to ask for a client to spread awareness about your work. To get the timing right, make sure they’re relaxed and happy, not in the middle of a stressful time like trying to negotiate a price.
Additionally, make sure to ask after working with your client for some time. Asking too soon doesn’t allow you to showcase the value you bring to your clients and can set the wrong impression.
Create an incentive:
Like any great marketing technique, it’s important to have an incentive. Creating a referral program with incentives is an excellent way to encourage clients to recommend your services to someone else. In real estate, incentives can include gift cards to local restaurants, a finder’s fee, or a gift basket. By getting creative with your referrals, you can generate more engagement and grow your business.
When to Ask for Real Estate Referrals:
These are just some of the top strategies on how to ask for real estate referrals. Now that you know different ways you can get clients to recommend your business, it’s time to learn when you should ask for referrals.
There are a few moments when asking for real estate referrals is appropriate, such as:
During the showing:
When you’re showing a buyer a property, you have plenty of time to explain your services and expectations. You also have the opportunity to build rapport and trust. If the buyer is pleased with how the showing went, you can end the conversation by asking for a referral and letting them know you’d be more than happy to help their friends and family as you did with them.
After listing:
If you’re working with a seller, asking for a referral after listing their property can be beneficial. This is because you went through all the stages to get their home on the market, and if they’re satisfied, they’ll be more than happy to recommend your services to those they know who are trying to sell, too.
At closing:
The best time to ask for a referral is when you finally close on the house. This is because you successfully completed your job, and you did it well. Closing is an exciting time for both buyers and sellers, so no matter whose side you’re on, now’s the time to make more connections through referrals.
You know how to ask for referrals and when, so let’s explore some “asking for referrals” examples. In the next section, you can find a collection of “asking for referrals” scripts for different scenarios. Let’s take a look.
Use these Referral Scripts!
Referral scripts for real estate are a great way to prepare for different situations you may find yourself in. Whether you just got a new listing or you sold a home, there are different referral scripts you can use to generate more leads and close deals. Browse through these proven asking for referrals examples below:
Referral Script: You just got a new listing.
Our first “asking for referral” script can be used if you just got a new listing. The next time you sign on with a client, use this script:
Mr. and Mrs. Seller … Thank you so much for your listing; I have two goals while working with you.
First, is to sell your home as quickly as possible for the highest price.
Second, is to give you such great service that you automatically refer me to anyone you know who wants to buy or sell. Sound good?
Before I let you go, who else do you know now that might need my services?
Referral Script for when you just sold a home.
As you know, one of the best times to ask for a referral is right after you sell a home. This is because you successfully proved to your client you have the skills and expertise to get their home sold. Now that you sealed the deal, keep the ball rolling by asking for referrals with this script:
Mr. and Mrs. Seller … I am so happy we were able to sell your home.
At this point, ________, my closing coordinator will take over to make sure your sale closes smoothly.
As you know, my business is based on referrals from great clients like you.
You’ve probably been involved in lots of conversations about moving lately.
Before I let you go … who else do you know that may need my services at this time?
Referral Script for when you just found a buyer their dream home.
There’s nothing better than helping a buyer find their dream home. Once they get handed the keys, they’ll be filled with joy and extremely thankful for your help. It’s during this time that you can encourage your clients to recommend your services to their network using this script:
Mr. and Mrs. Buyer … I am so happy we were able to find you a home.
At this point, ________, my closing coordinator will take over to make sure your sale closes smoothly.
As you know, my business is based on referrals from great clients like you.
You’ve probably been involved in lots of conversations about moving lately.
Before I let you go … who else do you know that may need my services at this time?
Referral Script for when your clients’ transaction is pending.
Staying connected with your clients throughout the entire home-selling or home-buying process is essential. During waiting periods, such as when a transaction is pending, it's a great time to stay in communication and ask for a referral. Use this script if someone else besides you is doing the transaction follow-up:
Hello … its _________ calling … how are you?
I am in regular communication with _______ your closing coordinator who assures me everything is on track with your sale.
Now that your home is sold/purchased … I am calling to see … who else do you know that needs to buy or sell in the near future?
Thank you so much. Referrals from great clients like you are the lifeblood of my business.
Referral Script for when you run into an old friend.
You never know who you’ll bump into on any day. With that said, it’s important to be prepared for moments you run into someone who may need a real estate agent. Whether it’s an old friend, coworker, or acquaintance, use this script to generate more leads and get referrals:
(After small talk) (Name) … by the way, do you know I sell real estate? (pause) I’ve been doing it for XX years. (wait for response)
I was just wondering if you’ve talked with anyone recently w ho might be interested in buying or selling a home? (If they can’t think of a name to share immediately)
That’s ok. but if you do hear of someone in the future, will you keep me in mind? I’d really like to get the change to work with anyone you know who’s looking to buy or sell. Please just give me a call or drop me an email if you hear of anything. (wait for response)
Just to make it easier for you to share my contact info when the subject comes up, may I give you a couple of my business cards?
Wrapping Up: How to Ask for Real Estate Referrals
Asking for real estate referrals can be daunting. However, with the right “asking for referrals” scripts, you can have the confidence you need to grow your database. If you found this referral guide helpful, check out the Tom Ferry Show on How to Run Your Business By Referrals.
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