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What do you do if your real estate team isn't generating enough client referrals?

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Client referrals are one of the most effective and cost-efficient ways to generate leads and grow your real estate business. However, if your team is not generating enough referrals, you may be missing out on a huge opportunity to increase your revenue and reputation. In this article, we will share some tips on how to improve your team's referral strategy and boost your client satisfaction and loyalty.

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1 Assess your current situation

The first step to improve your referral strategy is to assess your current situation and identify the gaps and challenges. How many referrals are you getting from your past and current clients? How do you track and measure your referral rate? What are the main reasons why your clients refer you or not? How do you ask for referrals and when? How do you reward and thank your referrers? These are some of the questions you need to answer honestly and objectively to understand your strengths and weaknesses.

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Dotun Oloyede

Founder and CEO of Rolad Properties and Allied Services Limited |Real Estate Thought Leader | Wealth Creation Expert | Business Leadership Consultant | Transforming Visions into Reality.
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Finding the root cause is the first step to take. Dedicate time to reviewing your strategies. Take note of those working and those that need refining.

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Adrian Provost

Real Estate Disrupter
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If your real estate team is not generating enough client referrals, it's essential to first analyze and understand the root causes. Are your clients fully satisfied with your service? Is there a robust follow-up system in place? Addressing these questions can provide insight into where improvements are necessary.

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2 Set clear goals and expectations

The next step is to set clear goals and expectations for your team and yourself regarding referrals. How many referrals do you want to generate per month or quarter? What is the quality and conversion rate of your referrals? How will you monitor and evaluate your progress and results? How will you communicate and collaborate with your team members to achieve your goals? By setting SMART (specific, measurable, achievable, relevant, and time-bound) goals and expectations, you can create a clear vision and direction for your team and motivate them to take action.

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Dotun Oloyede

Founder and CEO of Rolad Properties and Allied Services Limited |Real Estate Thought Leader | Wealth Creation Expert | Business Leadership Consultant | Transforming Visions into Reality.
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Having a clear goal helps increase the success rate. Set SMART goals for your team and create an enabling environment to help them achieve the set goals.

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3 Train and coach your team

One of the most important factors that influence your referral strategy is the skill and attitude of your team members. You need to train and coach your team on how to deliver excellent service, build rapport and trust, ask for referrals, follow up, and handle objections. You also need to provide them with the tools and resources they need to succeed, such as scripts, templates, CRM systems, and referral programs. Additionally, you need to foster a positive and supportive culture within your team, where they can share best practices, feedback, and recognition.

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Ryan Cullen, MSBA

Real Estate Professional | Business Analytics & Data Science
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I think having the proper systems and coaching in place can really boost your client referrals. It is critical to have open lines of communications between employees in order to best work through difficulties and build a strong client relationship. To build this foundation you must have a strong CRM system for your employees that allows them to stay organized and coordinated with their clients. Having scripts is not a bad tactic, but it is important to keep things unique for each client in order to foster a stronger connection. Following up with your clients and showing that you truly care about them goes a long way and will certainly help you boost your referrals!

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4 Nurture your relationships

Another key factor that affects your referral strategy is the quality and depth of your relationships with your clients and prospects. You need to nurture your relationships by staying in touch, providing value, showing appreciation, and exceeding expectations. You can use various methods to nurture your relationships, such as email newsletters, social media posts, phone calls, cards, gifts, events, and testimonials. The goal is to make your clients and prospects feel valued, respected, and remembered, so that they will be more likely to refer you to others.

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Adrian Provost

Real Estate Disrupter
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Enhancing customer service to exceed expectations can often lead to more word-of-mouth referrals. Implementing a system that consistently stays in touch with past clients, such as through newsletters or updates on the real estate market, keeps your team top of mind.

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Marilyn Bostick

Real Estate Professional
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Offer the kind of customer service that people talk about! There are really simple things that agents can do to exceed expectations - like bringing clients a moving kit, helping with getting quotes or meeting tradesmen to make preparations to sell or before closing, checking for items left behind in a closet or attic. I once found 6 valuable boxes of things tucked away in the attic and my client was overwhelmed with joy. She thought everything was out, but when I found the family photos and documents that would have been left behind it was a great feeling. She told her friends!

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5 Ask for referrals strategically

The final step is to ask for referrals strategically and consistently. You need to identify the best timing and method to ask for referrals, depending on the situation and the personality of your client or prospect. You also need to be specific and clear about what kind of referrals you are looking for, how they can help you, and how you can help them. You can use different techniques to ask for referrals, such as direct, indirect, reciprocal, or third-party. The key is to be confident, respectful, and genuine, and to avoid being pushy or desperate.

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Kelly Turner

Mortgage Loan Officer and Assistant Branch Manager at Total Mortgage NMLS#1219365 Leader of Mom Bosses CT Total Mortgage LLC 340 Hebron Ave Suite 101 Glastonbury, CT 06033 Equal Housing Lender
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Don't forget to follow up with your clients after asking for referrals. Express gratitude for their support and keep them updated on any progress with the referrals they provided. This shows that you value their assistance and strengthens your relationship with them.

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Greg Radding

Mentoring and inspiring successful Loan Originators with integrity, honesty and dependability!
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Great advice Kelly! Having a plan of attack is crucial to consistent prospecting! Each group of potential referral partners require adjusting your approach!

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Adrian Provost

Real Estate Disrupter
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It’s also crucial to leverage social media and online reviews, as many clients look for recommendations online before choosing a real estate agent. Ensuring your online presence is strong and reflects the positive experiences of past clients can attract new ones.

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What do you do if your real estate team isn't generating enough client referrals?

1

2

3

4

5

6

1 Assess your current situation

2 Set clear goals and expectations

3 Train and coach your team

4 Nurture your relationships

5 Ask for referrals strategically

6 Here’s what else to consider

Real Estate

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What do you do if your real estate team isn't generating enough client referrals?

1

2

3

4

5

6

1 Assess your current situation

2 Set clear goals and expectations

3 Train and coach your team

4 Nurture your relationships

5 Ask for referrals strategically

6 Here’s what else to consider

Real Estate

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