We all know this to be true: The best real estate business is repeat and referral business! But how do you go about asking for more referrals without sounding salesy?

Asking for referrals can sometimes feel awkward or uncomfortable, especially with friends and family! However, with the right approach and a bit of practice, you can make this a natural part of your interactions with your Sphere of Influence. Here are two effective techniques I’ve shared with agents at The Chabris Group to help you confidently ask for referrals:

The “People Like You” Script

This technique starts with a genuine compliment, which not only makes the person feel good but also makes them more receptive to what you will say next. This approach leverages the power of positive affirmation to create a conducive atmosphere for asking for a referral.

How it works:
Engage in casual conversation: Start by catching up on personal topics such as holiday plans or family updates. This helps to warm up the conversation and shows that you have a genuine interest in their life.
Deliver a sincere compliment: Transition by complimenting something specific about them that you truly admire. For example, you might say, “I really admire how dedicated you are to volunteering,” or “I appreciate your honest approach to everything you do.”
Make the ask: After the compliment, segue into your request. You could phrase it like this: “I really enjoy working with people like you. Who do you know—friends, family, or colleagues—who might be thinking of buying or selling a home? I’d love the opportunity to offer them the same level of service I’ve provided you.”

The “I Need Your Help” Script

This script taps into the basic human desire to help others and also invokes the principle of reciprocity. It’s straightforward and elicits a response by invoking a sense of partnership.

How it works:
Start with small talk: As with the first script, begin by discussing non-business topics to personalize the interaction and demonstrate your genuine care in what’s going on in their life.
Express your need for help: Clearly state that you need their help, which draws on their willingness to assist. For instance, say, “I’m reaching out because I need your help. We’re halfway through the year and I’m not at 50% of my sales goal.”
Ask directly: After expressing your need, ask directly for a referral by saying, “Could you introduce me to someone you know who might be considering a real estate transaction? Your referral would mean a lot to me.”
Offer something in return: Always look to reciprocate the favor. Ask, “And while I have you on the phone, how can I assist you with what you’ve got going on in your world? Is there someone I can connect you with or a way I can support your projects?”

Your goal here is actually to find out how you can help the other person. When you deliver on their need and help them out, this triggers the law of reciprocity, and they will start actively looking for people that they can refer to you.

Consistency is Key

Whichever script you choose, the key to success is consistency. Practice your approach until it feels natural. Use these scripts not just once, but as a regular part of your interactions with your network. Over time, this can and will build a strong referral pipeline that can significantly enhance your business.

Conclusion

Asking for referrals doesn’t have to be daunting or feel ‘yucky’. By using these scripts and making them a habitual part of your communication, you’re not only expanding your business but also strengthening your relationships. Remember, every conversation is an opportunity to grow your network and, by extension, your business.

Keep honing your skills, and don’t hesitate to reach out if you need further guidance or have questions about refining your approach!