How to Gain a Listing Referral Midway through a Transaction

Wouldn’t it be amazing if you could get your seller in escrow to refer you before their transaction closes? A great realtor doesn’t “ask for referrals”… they engineer moments where referrals feel natural, easy, and even expected. When a seller is in escrow, you’re sitting in the highest emotional + trust window of the entire relationship. The worst time to ask a seller client for a referral is out of nowhere. You need to prime them so they aren’t caught off guard. The best time to ask for a referral or introduction to someone else is after a clear win. The emotion from the win, creates the opportunity.

Clear Wins

Many Realtors don’t realize that instead of asking for a referral at the end of the deal, you can do it after clear wins. For example, you ratify over asking and in multiple offers. That is pretty common in the Spring market. Many sellers are anxious as to what is going to happen, so when they experience this awesome win, this is a great time to ask. Another example would be when you negotiate the home inspection, a credit for the seller, or a free rent back. Things that add high value back to you and create a win and low stress for your seller. You are probably thinking that you do this already. Great! Now you just need to formulate your ask.

The Referral Ask

Instead of asking your seller, “Do you know anyone looking to buy or sell?” Say this instead:“Hey, quick question—now that we’ve gotten through [specific win], who else do you know that I should be serving right now?” This works better because it ties the ask to a result. You are also assuming that they do know someone to introduce to you. Also, when use that definitive language after a win, people go out of their way to connect you to another person. This also works because it positions you as someone who helps vs selling. Lastly, make it easy for them by saying: “A lot of my clients like to connect me with friends or family going through this so they don’t have to figure it out alone.” You are telling them your ideal person to be speaking to next.

Pre-Close Gratitude Call

As closing nears you are already having conversations with your seller client. You can give them a call and in the conversation layer in: “Hey, before we go to closing, I just want to say I really appreciate working with you. People like you are exactly who I build my business around.”Then: “And if there’s anyone else you’d want to have this same experience, I’d love to help them too.” Again, reminding them who you like to work with, and you want to provide the same experience to others. Who can they connect you with?

Timing over Being Vague

Referrals don’t come from asking harder and vaguely. Referrals are a product of timing (the right moment), framing (helping others) and simplicity (the next step.) Give this a try on a your next couple of seller transactions and watch it create a great result for you and your real estate business. Looking for a great Title Company that provides you with great ideas…like this one and more? You have come to the right place. Email me at wade@pruitt-title.com or fill out the form below!