Everyone loves referrals. There's nothing more exciting than getting a call from an agent across the country who has a slam-dunk buyer or seller lead to send your way. Sure, you'll get to pay a referral fee, but that's okay! In today's slower real estate market, even 25% less cash-in-pocket is better than no cash at all!

I refer quite a bit to agents around the country and there are distinct differences in how my referrals are handled by the refer-ee. The agents who handle my referrals well are likely to get more from me; those who don't, well, probably won't!

Want to inspire refer-ers to refer to you again?

Remember that the referring agent probably has some concerns about you. He's worried that you'll forget you owe him a referral fee. That you'll make him look bad by treating the client poorly. That you'll drop the ball with the client and cost the refer-er his referral fee. That you'll resent paying the referral fee when all is said and done. Stuff like that. Reasonable? Maybe not, but I promise you, it's going thru his head.

So, if you'd like to ensure that your first referral from an agent isn't your last, here are some tips ...

1. Be appreciative! I mean, sincerely, enthusiastically, over-the-top appreciative. As if this referral is the most generous thing anyone's ever done for you.

2. On the other hand, if you aren't the right (wo)man for the job, disclose that upfront, and offer the name of someone who is. Your helpfulness will be remembered.

3. Contact the client right away - duh!

4. Let the Refer-er know you contacted the client (right away) and share all the juicy details of the conversation (within proper privacy limits, of course).

5. Tell the refer-er how much you enjoyed talking with the client and thank him or her again for the referral.

6. Keep the refer-er updated on your activities with the client. Let him know when your listing appointment is scheduled or your first showing takes place. As you make progress toward the closing table, let the refer-er know. Be sure to contact the refer-er as soon as the transaction closes.

7. DO NOT complain about the client or imply in any way that you're working harder than you usually do for her (which might be interpreted as the beginnings of referral-fee-resentment).

8. If it turns out the client isn't ready to buy or sell right now, don't fuss about wasting your time and stay in touch with her, and the refer-ee.

9. Sign and return the referral agreement immediately. No excuses.

10. And of course, knock yourself out impressing the sox off this referred client. Not only will this bring you future business and referrals from the client, but also from the refer-er.

Published: January 20, 2010

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Jennifer Allan-Hagedorn was a top producing real estate broker in Denver, Colorado before writing her first book in 2007. Since then, she has written several more books about the business of selling real estate including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect, the sequel, If You're Not Having Fun Selling Real Estate, You're Not Doing it Right and her latest, to be released in Spring 2011, Prospect with Soul for Real Estate Agents. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe Below to Enroll in the Daily Seduction Newsletter Mini-Clinic - Tips and Strategies to Generate Business and Referrals From Your Sphere of Influence! Your Full Name Your Email Address