The Referral Request Strategy: When and How to Ask Past Clients

Past clients are your best referral source.

But you need to ask.

The Referral Reality

Past clients want to help you.

They just forget you exist.

Your job is to stay top of mind and make asking easy.

When to Ask

Asking timing matters:

At closing: Too early, they're overwhelmed 1 month after closing: Perfect timing 3 months after closing: Good check-in point 6 months after closing: Annual ask Every interaction: Always appropriate

The Closing Day Ask

Keep it simple:

"I'm so glad we could help you. When friends ask about your experience, I hope you'll share my name. Here are some business cards."

Plant the seed. Don't push.

The 1-Month Follow-Up

This is your best opportunity:

"How's the house? Getting settled? I wanted to check in and see if you have any questions. Also, who do you know who might be thinking about buying or selling?"

Natural conversation, direct ask.

The Direct Ask Script

"I grow my business through referrals from clients like you. Who do you know who might be buying, selling, or has real estate questions? I'd love to help them the way I helped you."

Clear. Specific. Easy to answer.

The Specific Ask

Better than generic:

Generic: "Know anyone looking to buy or sell?"

Specific: "Do you have coworkers relocating? Neighbors who mentioned moving? Friends outgrowing their space?"

Specific questions trigger specific memories.

The Category Method

Give them categories:

"Think about your coworkers. Anyone getting transferred or promoted?"

"What about your neighbors? Anyone talking about moving?"

"Friends with growing families? Anyone need more space?"

One category at a time.

The Value Reminder

Remind them of your service:

"Remember how stressful buying can be? I make it easier. If you know anyone going through that, send them my way."

This reconnects them to your value.

The Incentive Approach

Some agents offer incentives:

Gift card for referrals Donation to charity of choice Client appreciation event invitation

Use what fits your brand.

The No-Incentive Approach

Many agents skip incentives:

"I don't pay for referrals. I earn them through great service. If you know someone, I'll take great care of them."

This works too.

The Written Request

Email or text after every interaction:

"Great talking to you! Quick question: Who do you know thinking about buying or selling? I'd love to help them."

Written requests get forwarded to friends.

The Social Media Strategy

Post referral requests:

"My business grows through referrals. If you know anyone thinking about real estate, please send them my way. I promise to take great care of them."

Public ask creates opportunities.

The Timing Pattern

Ask at natural touchpoints:

After sending market updates After holiday cards After anniversary of their closing After helping with a question

Every interaction is an opportunity.

The Response Handling

When they give a referral:

Thank them immediately Contact the referral within 24 hours Update the past client on progress Thank them again after closing

Close the loop.

The Non-Response

When they say "No one right now":

"No problem. Keep me in mind. People's situations change quickly."

Leave the door open.

The Quarterly Touch

Every 3 months:

Call or text Check in on their home Ask about referrals Provide value (market update, home tip)

Consistent contact generates referrals.

The Anniversary Approach

On their closing anniversary:

"Happy home anniversary! Can't believe it's been a year. How's everything going? Anyone you know making a move?"

Celebration creates positive context for asking.

The Holiday Strategy

Holiday cards with referral request:

"Wishing you happy holidays! As always, if you know anyone with real estate needs, I'm here to help."

Simple reminder during contact.

The Event Invitation

Client appreciation events:

"Bring a friend! If they have real estate questions, I'm happy to help."

Social settings generate introductions.

The Common Mistakes

Asking once and never again. Being apologetic about asking. Not following up on referrals given. Forgetting to thank them.

Ask confidently and consistently.

The Mindset

Asking for referrals is professional:

You helped them You'll help their friends This is how you grow They want to help

Don't apologize for asking.

The Tracking System

Track referral sources:

Who referred whom When they referred Whether it closed Thank you sent?

This shows your top referral sources.

Your Next 48 Hours

Pull your past client list from the last year.

Call or text 10 of them.

Ask for referrals using the direct script.

Track who you asked and their responses.

Past clients refer when you ask. Start asking.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.