How to ask past clients for referrals
Ask plainly, ask one person at a time, and ask for something specific. Tell a past client you enjoyed working with them and that you would be glad to help anyone they know who is thinking about buying or selling. Then make it easy for them to pass your name along, and thank them whether or not anyone calls.
How do you ask past clients for referrals?
Ask one person at a time, in your own words, and name the kind of person you can help. A call, a text or a word in person reads as a request from you, while a mass email reads as a campaign. Tell them what happens if they pass your name along: you'll call their friend, take good care of them and let them know how it went.
Be specific about who you mean. "If you hear of anyone on your street thinking of selling, I'd be glad to talk with them" is easier to act on than "keep me in mind." After you ask, stop talking and let them answer.
When should you ask a past client for a referral?
Ask when the client is already pleased with you. That might be right after a smooth closing, after you helped them find a plumber for a leak, or when they mention a friend who is moving. Nobody has measured a right number of weeks, so watch for the moment rather than the calendar.
Don't ask in the middle of a problem. If their roof is leaking or a repair went badly, help sort that out first. The ask can wait until the next good conversation. A good conversation is also a natural moment to ask past clients for reviews.
What do you say when asking for a referral?
Say it plainly, in whole sentences, and leave the other person room to say no. Change the scripts below until they sound like you. Each one asks once and then stops.
- On a call after closing: "I really enjoyed working with you on the house. If anyone you know is thinking about buying or selling, I'd be glad to help them the same way. You can just give them my number."
- In a text: "Hi Maria, it's Jane. I hope the new place is treating you well. If a friend ever asks you about an agent, I'd be glad to help them."
- After helping with a contractor: "I'm glad the electrician worked out. If you know someone who's getting ready to move, I'd like the chance to help them too."
- When a client mentions a friend who is moving: "Thanks for telling me about Sam. Would it be all right if I called them, or would you rather pass my number along?"
For agents getting referrals from past clients, what's your system?
A simple loop is enough. Keep one list of past clients and friends, help them between deals, ask when the moment fits, and write down who sent whom. Then thank the person who sent them, whether or not the referral turns into a deal.
Writing down who sent whom matters more than it looks. It tells you who to thank, and after a year it shows you where your business comes from. See how to track your referral rate for the numbers, and past client follow-up for staying in touch after closing.
Give past clients something worth forwarding
Every provider card a client forwards from your go-to list carries your name and a link to the rest of your list. A neighbor who finds you that way is a sphere referral with no referral fee, and the Proferral FAQ explains that Proferral takes no cut of anything. The card shares your pros and doesn't ask anyone for a referral, so the asking is still yours to do.
It's free, no credit card needed, and you're never charged unless you choose Pro.