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.

Expert Tip: In order to deliver a successful script and remove all awkwardness, you must memorize it and practice, practice, practice…do not practice on your clients!

If you need to master your scripts and increase your sales confidence, then we invite you to join us at one of our Sales & Marketing Edge multi-day training events.

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?

If you’re wondering how to ask for a referral in real estate, you’re in the right place. Here are some tips on 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 because 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 in 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.

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 real estate 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.

Tom Ferry - Summit 2022