Referrals between agents, could be as much as 30-40% of your overall business if you manage it correctly!

We in this industry, literally throw away opportunities to enhance our businesses --- outgoing referrals is just one of them.  And we know the reason why, 'cause we've been there ourselves!

Have you ever had an agent you referred a client to, claim that the client never bought a home for one reason or another?  Sure you have -- it happens all too often! 

Have you noticed that the referral success for most agents who have referred clients to someone else,  is ultra low.  Very few closings ever happen!

We've been there ourselves!  We know from experience, there are three very strong reasons for this negative outcome:

1.  The client was not a serious buyer and before referring the client, the referring agent should have qualified the client more in depth beforehand. 

If you wouldn't work them yourself, with just the information you have, then why are you referring them on?  The receiving agent will never take your referrals seriously, if this happens a second time. 

2.  Did you talk with the agent and build rapport with them before handing off the referral?  Your conversation should build confidence in the agent that the client you are referring appears to be sincere and above board ---

In that same conversation, as the referring agent, you should set expectations with the referred agent, for good follow-up and feedback to you in a few days.

3.  Use a referral form that is maintained on file by a third party (such as this one on ISREP.org) so there is a third party record of your referral and it cannot be said a referral was never sent or was incomplete.

We will keep your referral in our database and we expect when we do, that both agents will update the file as status changes. ISREP assumes no responsibility for the transaction, whether it takes place or not. We are merely keeping a record of a referral for a hopeful sale.

That way, we can maintain the honesty and integrity everyone would expect from an ISREP member!

Referral Form