As a real estate agent, you need to understand how to ask for referrals. There are several sources of referral in the industry whether that be friends and family or past clients; however, there is one commonality among them all-they want something from us! When it comes down to getting those coveted referrals - here's what I've found:

• We Don’t Know When To Ask
• We Don’t Know How To Ask
• We Don’t Want to Appear Fake or Desperate

All these problems can be solved with proper planning and adequate understanding.

How To Prepare To Ask

There are two key components in preparing to ask for a referral. Without this preparation, you run the risk of an awkward encounter and even an unsuccessful conversation.

First, make sure you understand your value as a real estate agent. For long-term realtors, this may be easy, but for newer agents, this can be something to work on. Newer agents are still planting their feet and knowing your value can be the first place to start.

Hack: Understand that your clients need and chose you to be their realtor. It’s easy to focus on knowing that because your level of service is needed, it is your responsibility to let them know you are skilled and prepared for whatever they need.

The second is being confident in your ask. Confidence is key. Avoid using filler words, and be clear when you ask. Avoid words and phrases such as, “maybe, if it isn’t too much trouble, etc.” When your skill level is so high, your clients should want to spread the word about you.

Whom Should They Ask

When it comes time for referrals in real estate, coaching your clients on who they should be thinking about when considering a possible referral or new agent is an important part. This isn't just because of how much we know our buyers and sellers over time but also due to the relationship-building that takes place during this process which often leads one toward hearing things like "so-and-so might need help soon" from friends close by!

Referral Tips

Here are a few tips to help you leverage your referrals.

1)  Fear of Referrals – Accept the slight fear of awkwardness when t comes to asking for a referral. It typically takes up to nine times of asking an agent to feel comfortable.

2) When To Ask – We should always be asking our clients for referrals when they are happy. One of the simplest methods to tell if a client is happy with your service is when they say, “thank you.”

3)  Magic Words – When asking for referrals, try to use the word “introduction” over “referral.” Asking for an introduction gives them more direction. In addition, always say “Thank You”

4)  Lost Touch – If you have contact with someone that you want to ask for a referral from, never make your first contact and ask for a referral. Make sure you re-engage the client with a general conversation before you ask.

5)  Who To Ask – Ask people that are already fond of you (close friends, family, etc), then ask those that have referred you in the past, and then ask people that came to you as a referral. Finally, you can move on to other groups of past clients.

6) Social Media – Use social media to your advantage and ask for referrals and send referrals.

Scripts

This script is focused on keeping you and the person you’re asking comfortable with the conversation.  This conversation can be uncomfortable but it is necessary in the world of real estate. This script will provide additional comfort for everyone.

“Hi _______, there is something I want to ask a quick question. Many of our clients like to introduce our services to others. I just thought if that opportunity ever presented itself to you, I would let you know how we handle referrals so you feel comfortable. First off, we practice complete confidentiality and care. We don’t call people out of the blue, we prefer introductions and relationship building. How that looks is, if you identify someone as a good candidate to chat with, feel free to pass on our name and introduce us by email or phone.”

This next script incorporates some humor into the process.

“Hi ________, it’s been such a pleasure working with you. Wouldn’t you love to choose your next neighbor? If so, let me know and I can chat with them about their real estate needs!”

Asking for a referral may start with fear, but quickly eases into comfortability when using a strategic approach to asking. This is the main driver behind reaching that top-producing status and generating a future filled with leads

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