Get More Buyers and Sellers! Outgoing Referrals 101
A Training Manual & Refresh Guide for New and Seasoned Real Estate Agents and Brokers
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Get More Buyers and Sellers! Outgoing Referrals 101
A Training Manual & Refresh Guide for New and Seasoned Real Estate Agents and Brokers
Completing licensure requirements, passing state and national examinations, and joining a brokerage aligned with one’s professional values represent important milestones in a real estate career. Internal training programs provide agents with knowledge and practical tools across client representation, contract negotiation, marketing strategies, operational procedures, and transaction management.
Even with this preparation, many agents experience a gradual process when building their initial client base. Early stages of a real estate career often involve applying knowledge, refining skills, and exploring different approaches to serving clients.
Get More Buyers and Sellers! Outgoing Referrals 101 focuses on a less commonly addressed strategy: the intentional identification and discussion of outgoing referrals. These are opportunities that arise when clients are relocating or transitioning in ways that may involve other real estate professionals. While not always immediately apparent, such opportunities may exist within client interactions, networks, and spheres of influence.
Simple, professional inquiries can help agents become aware of potential referrals, such as:
For buyers: “Do you anticipate selling a property in your current location as you relocate?”
For sellers: “When this property is sold, where do you see yourself moving next?”
These conversations are intended to explore possibilities, provide additional support to clients, and connect with other professionals when appropriate. Outgoing referrals represent one of many ways that agents might broaden their engagement with clients and potentially extend their network.
This guide provides an overview and practical considerations for recognizing and approaching outgoing referrals, offering strategies that may complement other client relationship efforts. The intent is to provide agents—whether new or experienced—with ideas and methods to enhance professional practice, client service, and ongoing learning in the field.