How to Get Real Estate Referrals - 8 Scripts for Asking Past Clients

Getting referrals from past clients is the best feeling in the world, and having a steady stream of referrals is a dream come true. 62% of buyers and 65% of sellers recommend their agents within the first year after closing, according to the NAR 2025 Profile of Home Buyers and Sellers. And most of them do it informally. But how do you turn it into a steady flow of new referrals? By having a system that makes it easy for real estate agents to stay top-of-mind with their past clients. Keep in mind that client referrals are different from agent-to-agent referrals, which we'll touch on briefly. 

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Why Past Clients Aren’t Referring Your Services

By looking at the NAR’s stats, we already know that clients want to refer your services to friends and family. So if they’re not doing that, it simply means that either they don't have the right information, or you're asking at the wrong time. We know that sometimes asking for referrals can feel a bit awkward, but having the right system can fix that.

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When to Ask for a Referral

Perfect timing is everything; however, what if your client doesn’t really know anyone looking for a real estate agent at the time you ask? That’s why you need to keep in touch with the client long past the closing. 

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Create a plan that works for you, but make sure you have several touchpoints a year that span over a long period. For example, the first time you ask should be at the moment of closing. Next, drop a text message or an email after 30, 60, and 90 days from the closing. Then reach out again after 6 months and then again on the anniversary of the closing. Also, don’t forget to ask for a referral right after your client leaves you a testimonial or a review. 

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Having a schedule that you follow with each client will help you remind them about the excellent service you provided, while at the same time ensuring the positive impression you made is still fresh in their mind. 

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How to Ask Your Clients for Referrals Without Sounding Salesy

Let’s now go step-by-step  through the ways you can ask your past clients for referrals without the awkwardness of being salesy. 

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In person, at closing 

When congratulating your clients on a new house or the sale of the old one, ask them about their experience. If it was a positive one, ask whether they knew anyone looking to sell or buy a new property, and tell them that you’d appreciate it if they recommended you the next time they hear of someone looking for a Realtor. Mention that you’ll also be sending them a review request, where they can rate their experience and leave you a testimonial. 

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Examples: 

Congratulations on your new house! I’m happy everything worked out for you and  I hope our journey was a good experience. Do you know of anyone looking for a real estate agent currently? If not, please remember me the next time someone you know asks around for a real estate agent.

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Congratulations on selling your house! It was a pleasure working with you. I’d appreciate it if you could review my services and leave me a testimonial. I'll send you a quick survey via email today. It will only take a couple of minutes, but it’s very important to know how I did and what your experience was. And if you know of anyone asking for a real estate agent recommendation, I hope you’ll think of me. 

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Via email

After the closing, request a review from your clients, where they can rate their experience and leave you a testimonial. Once you have that testimonial, send them an email thanking them for the time they dedicated to writing a review and remind them that you’re always there if any of their friends or family are in need of a Realtor. Another great occasion is sending a happy anniversary email to remind your past clients and congratulate them for being in their new house for one year. 

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Examples:

Thank you so much for the testimonial! It was a pleasure working with you, and I hope you’ll be very happy in your new house. Don’t forget that I’m always here in case any of your friends and family are in need of a real estate agent. 

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Wow, look at the time fly by - happy anniversary in your new home! I remember it like it was yesterday that we closed the deal. It was a real pleasure helping you find the house of your dreams. If you know of anyone looking for a real estate agent, send them my way; I’d love to help find the right property for them as well. 

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Via text/SMS

Received a positive text message from your client after the closing? Reply and drop a hint about a referral. The same goes for important client milestones. Been 3 months or 6 months in their new house? Send them a happy milestone text message asking about how they are, and also ask whether they know anyone looking to sell or buy. 

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Examples:

Thank you for your kind words! I loved working with you and wish you happiness in your new house. And as always, if you know anyone looking for a Realtor, remember me! 

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Happy anniversary! It’s already been 6 months in your new house; how time flies by! If you know anyone looking to buy or sell, I’d appreciate it if you recommend my services. Wish you all the best!

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Via phone or voicemail

If you prefer to call your clients rather than text, you can always call them to check in after a couple of weeks. It shows them that you care and at the same time gives you an opportunity to ask for referrals. And what if you reach voicemail? No problem at all — keep it short and sweet.

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Example:

Hi! I’m calling to see how you are finding your new home. Have you settled in? As always, if you know of anyone looking for a real estate agent, I’d love for you to recommend me to them. And in the future, I’m always here if you need me. 

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Voicemail: 

Hi! It’s [Your Name], sorry that I missed you. Just wanted to reach out and ask how you are finding your new home. Hope all is well with you. As always, if you know of anyone looking for a Realtor, I’d love for you to recommend me to them. And in the future, I’m always here if you need me. Take care!

Let Your Reviews Do the Talking

We’re sure you already have an impressive number of testimonials from past clients. They are the social proof you can always rely on when asking for referrals. Collecting testimonials from happy clients is a great way to steer the conversation towards referrals. It's also the easiest way to ask for  a referral without it feeling like a sales pitch. After all, dozens of happy clients speak for themselves. 

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But how do you work it into a conversation? For example, when informing your clients at the closing that you’re going to send them a review request, mention that you’re always open to new clients if they happen to know anyone looking for a realtor. 

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Another great idea is to send your clients your Profile Page link to share with friends and family who might be looking for a real estate agent. You can always text it to them or send it via email. 

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How to Follow Up and How to Track Referrals

First and foremost, adjust the sequence slightly for each client. Not everyone will be appreciative of you keeping in touch over the course of several months or years. Choose several moments that you feel are the best opportunities for you to contact your clients. After all, you need to be comfortable with the plan that you create. 

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Definitely try different channels of communication, and don’t rely solely on one referral question right at the closing date. One is way too few, but using every single one would be too many. Find the balance that works best for you and your clients. 

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You’ll be able to tell which modes of communication work best with which type of client if you keep a record of all the attempts you undertake and the dates of each attempt. 

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What about agent-to-agent referrals?

This post is mainly focusing on referrals from past clients; however, there are instances where agents can refer clients to each other. This type of referral involves fee arrangements and referral networks and can vary depending on your brokerage. 

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Get Started

If you’re looking for the right tool to help you gather testimonials (and reward clients for completing them with a thank-you gift card), give RealSatisfied a try.