The Referral Machine: How to Get 5–10 Extra Real Estate Deals a Year

The Referral Machine: How to Get 5–10 Extra Deals a Year

Every top agent has one thing in common: they’ve built a referral network that consistently drives business. Referrals are the most valuable leads you can get — they come with trust already built in, they’re easier to close, and they’re a sign you’re running a business worth talking about.

Here’s how to create a referral machine that generates 5–10 additional deals per year, without cold calls or massive ad budgets.

Step 1: Turn Past Clients Into Raving Fans

Your past clients are your best sales team, if you give them a reason to talk about you.

• Send thank-you gifts after closing.

• Follow up with personal touches (holiday cards, home anniversaries, birthdays).

• Be the resource they trust for every home-related question.

Tools like Handwrytten make this easy by automating personalized handwritten cards.

Step 2: Build Strategic Partnerships

Referrals aren’t just from clients. Build a network of:

• Local business owners (lenders, insurance agents, contractors)

• Attorneys, CPAs, and other professionals

• Fellow agents in different markets

• Join our free referral group on Facebook

Nurture these relationships with value. Share resources, send referrals their way, and create a reciprocal network.

Step 3: Stay Top-of-Mind All Year

People won’t refer you if they forget you. That’s why consistency matters.

• Send a monthly newsletter using GetRepsonse or Beehiiv with market updates and tips.

• Host small client appreciation events twice a year.

• Share valuable content, as well as personal content on social media (not just listings!).

Step 4: Client Appreciation Events

A yearly client appreciation event connects everyone and encourages engagement with your business.

Examples:

• Create social media event invitations

• Have them share this invite to their friends and family

• Let your clients grow your sphere of clients and referrals

Make your clients feel celebrated for referring you to their friends!

Step 5: Track Your Referrals & Gifts

Every referral deserves a personal thank-you and a spot in your system. Track who referred whom, what gift they got, and your close rate.

Use the Everyday Real Estate Business Journal to log and measure referral activity. Over time, you’ll see patterns that help you focus on and grow your best referral sources. Purchase yours on Amazon today.