Too many agents make the mistake of waiting until the end of a transaction to ask for referrals. They think they only have the right to ask following a successful sale or purchase. And then they will often forget or it gets lost in all the excitement (or chaos) of closing and moving. I encourage my agents to ask early and often throughout the process. Had an enjoyable meeting and presentation resulting in a contract? Ask for referrals! (Why wouldn’t someone else want to make the same great choice they just did?) Had a good experience with showings? Ask for referrals! Offer accepted following multiple counters or competing with other buyers? Ask for referrals! Had a successful inspection? Or better yet - had an issue come up that you creatively provided a solution to? Ask for referrals. Through financial underwriting and clear to close with the lender you referred them to? Ask for referrals! Anytime that the client has a positive experience with you is the perfect time to Ask for referrals!

Actually, I’m not surprised. Most agents are reacting to these leads and counting on the prospect to give them direction. The opportunity, however, is to qualify the lead with great questions (LPMAAM?) and determine where value can be provided. The next step(s) should then reveal themselves.