Sixty-five percent of all listings in 2023 came from referrals

Practicing your scripts daily is critical for internalizing effective communication strategies.

The more you practice effective scripts with roleplaying, the more likely you are to sound like a competent professional when you’re having conversations with people. 

But how many of the scripts you’ve practiced involve asking for referrals? Because while clients might recommend you on their own initiative, they typically won’t refer you without being asked. 

So, if you’re not somehow incentivizing your clients to refer you to others, you’re missing out on a huge opportunity to grow your business. And, judging by that 65%, this is not something you can afford to sleep on. 

If that isn’t motivating enough for you, 91% of clients say they will refer, but only 11% of sales professionals ask. 

If you’re not one of those 11% (yet), I’ve got an easy-to-use script that will change that.

Start using this script—or something close to it—to get more referrals this year: 

Hey [Name], hope all is well! Just wanted to call and check in! How’s work been going?

At this point, the contact responds about their work. Nine out of 10 times, they will follow up by asking how work has been going for you. 

Your response: 

It’s been good! This market is complex, but all in all, it’s been good. Hey, I actually have a lofty goal for my business this year. I want to help [YOUR GOAL #] families find their dream home this year.

Not to be funny, [Name], but if I could work with [YOUR GOAL #] people just like you, that’d be amazing. Do you know anybody in your network that you could connect me with? 

They might not be looking for a house today, but my business is all about relationships. I’m just looking to meet more people and have conversations. Is there anybody you have in mind?

If they say yes, get their information and start nurturing

More than eight out of ten (81%) sellers only interview one agent. When that time comes, you want to be the agent they think of.

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