Episode 132: Referral Love—The Secret to Building a Referral Based Business
Welcome to this special Valentine’s Day episode where we’re diving into the secret to building a referral based business. Spoiler alert: it’s all about loving on your people—your past clients, current clients, personal sphere, and even the people around your clients.
What’s Love Got to Do With It?
In real estate, love often looks like strong relationships and showing up for your clients. If you “just love people,” this episode is for you. But people will test that love, which is why we’re sharing actionable ways to deepen relationships and stay top of mind.
The Flip Report: Real-Time Lessons in Real Estate
We kick off with a real-life flip story—how a slow start, pricing strategy, and the gas line issue almost derailed a listing, and how problem-solving (and an amazing co-lister!) turned it around. This story reinforces one key takeaway: if a buyer presents an objection, find a solution.
Why Referrals Matter More Than Ever
According to NAR, 82% of real estate business comes from referrals and repeat clients. So if you’re chasing cold internet leads, you’re focusing on the hardest 18%. Instead, focus on warm, trusted connections. That’s the secret to building a referral based business.
How to Cultivate a Referral-Driven Career
We share ideas like:
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Showing up for your sphere (church, trivia, teacher gifts, volunteer shifts)
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Writing personal thank-you notes to people involved in the transaction—like your client’s parents or best friend
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Asking for referrals during the transaction, not just after
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Letting people know you’re open for business in a humble, approachable way
Treat Other Agents Like Clients
Agent referrals are often overlooked. Be intentional with fellow agents, especially those in feeder markets or retiring. Write them notes. Add them to your database. Treat them with the same love and attention as your past clients.
Create a Referral-Worthy Experience
Want to be referred? Then deliver top-notch service. We break down why reviews, asking for referrals, and even showing your own listings can make a difference in closing more business.
Build a Database That Works for You
Not every person belongs in your database. Curate it with intention. Identify your A+ clients—the ones who refer you enthusiastically. Teach them how to refer you. Make it easy. And keep showing up in their lives with purpose and consistency.
Bonus Ideas You Can Use Today
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Send thank-you notes or Starbucks gift cards to your top people
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Write a mid-year update letter asking for referrals
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Use Google reviews as a modern “love letter” from your clients
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Track and evaluate where your referrals are coming from
Final Thoughts
The secret to building a referral based business isn’t flashy marketing or paying for leads—it’s consistent, genuine relationship-building. When you love your people well, they’ll love you right back… in the form of repeat business and referrals.
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