In the competitive landscape of real estate, it can be costly and time-consuming to get new leads. But, did you know you have a powerful source of leads at your fingertips? Your past clients, and others in your database, hold the key to a steady stream of high-quality new business through their referrals. They are not only the foundation of your business but also your secret weapon.

Building a thriving referral network isn’t about luck; it’s about strategy and consistency. You have to consistently nurture the relationships you’ve already got. Today, we will equip you with strategies you need to cultivate strong connections with past clients and empower them to become your most reliable advocates.

Nurture your relationships for future growth

Your relationship with a client shouldn’t end at closing. If you want to continue to cultivate this relationship, that’s where the most valuable part begins. Here’s how to build strong, lasting connections:

Stay in touch 

Continue to keep in touch after the transaction has closed. Don’t become a distant memory. One of the biggest complaints people have is that their agent seems to fade away once they’ve bought or sold a house. Stay in touch to see if there is anything else you can do to help. This builds trust, which is crucial to building strong relationships and getting referrals. Implement a system, like CircleCloser, for consistent, yet non-intrusive, communication. This type of communication includes:

• A friendly call, email, or text a few weeks or months after closing to see how they’re settling in.
• Seasonal greetings or personal anniversaries as a simple gesture to stay top-of-mind.
• Market updates to share relevant local market news that might be of interest to them to position yourself as their ongoing real estate resource.

Provide value 

Continue to be a valuable resource even after the deal is done. Offer helpful tips on home maintenance, local service recommendations (including plumbers, electricians, landscapers), or information about community events. Remember, you are the hub of your network and have connections to a myriad of professionals. Use those connections to help your database thrive.

Connect online and in person

When online connect with your past clients on social media platforms. Like their posts, comment on their updates, and stay connected in their digital sphere. Also, use it to invite clients to a client appreciation event. Organize small gatherings or events for past clients as a way to show your gratitude and foster a sense of community. This can be anything from a casual coffee meet-up to a holiday open house.

How to get referrals

While strong relationships naturally lead to referrals, sometimes your best people need a gentle nudge or reminder to refer you. Here is how to encourage your past clients to send business your way and tap into this powerful referral source.

Just ask

Don’t underestimate the power of a direct request. After providing exceptional service, just ask, “If you know anyone who might be looking to buy or sell in the future, I would truly appreciate you thinking of me.” People are busy and may not want to have to suss out what exactly you’re trying to ask. When you’re direct, you save everyone time.  Not sure what to say? Use our scripts to help you get started.

Make it easy

People will refer you when it’s easy to do. Provide them with your business cards, shareable social media links, etc. The easier it is for them to refer you, the more likely they are to do so.

Time it right

The best time to ask for a referral is right after a successful closing or when they express their satisfaction with your service. This gives you the most natural ‘in’ to ask for the referral. If you’re not currently working with them, ask when you’re connecting with them via phone, text or email. Any time is a good time for a referral. 

Express your gratitude

Always acknowledge and thank your clients for their referrals, even if they don’t immediately lead to a transaction. A handwritten thank-you note goes a long way to build trust and the relationship.

Get more referrals with exceptional service

At the end of the day, the most effective strategy for generating consistent referrals is providing exceptional service and exceeding client expectations at every stage of the transaction and overall real estate process. When your clients feel valued and supported, they naturally become your biggest advocates and want to refer you to the people they know. 

Be proactive about concerns

Promptly address their questions and concerns. Take it a step further and anticipate their needs before they even arise. You have a wealth of experience in the real estate process and know your local area. Your clients may only buy or sell a few times in their lives. Because of their inexperience, they may not know what to ask or be concerned about. They need to rely on you for this. The better you know them, the better you can anticipate their needs, questions, and concerns. Not only will they appreciate this extra step you’re taking, they will surely mention it when they refer you to friends. 

Communicate consistently 

Keep your clients informed throughout the entire process so that they feel confident and in control. If you’re currently working with them, be sure to keep them in the loop, even if there is nothing new to report. If you’re not in a transaction with them, still continue to keep in touch on a consistent and regular basis. Keep them up to date about the local market, answer questions or just say hello. 

Listen

In order to understand your clients’ needs and goals, you have to actively listen to what they’re saying. Many of us are always thinking of what we’ll say instead of focusing on the other person. As a result, we leave ourselves open to misunderstandings. When your clients feel heard and understood, they are more likely to trust and recommend you.

Lean into your knowledge and experience 

Even in the most seamless transactions, challenges can arise. Your ability to handle these situations effectively and with your client’s best interests at heart will do wonders to build their trust and loyalty. Learn all you can so that you can share it and use it in challenging situations. Your clients will be impressed by your skill and prowess. 

CircleCloser can help you get more referrals

By consistently nurturing your relationships with past clients and providing exceptional service, you transform satisfied clients into enthusiastic advocates who become your most valuable source of new business. CircleCloser can help you maintain your database so you can ask for more referrals and it also provides scripts to practice to help you get comfortable asking for referrals. Log in to your Dashboard each day to see who to contact and make it a goal to ask at least one connection for a referral. The more you ask, the better you’ll get at asking. Click here to learn more about CircleCloser and see how it can help you take control of your real estate business.