The One System Top Agents Never Ignore

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Would it surprise you to know that the number one way clients find their real estate agent is not repeat business?

It’s referrals.

According to NAR, referrals account for the largest share of how consumers choose their agent. And most of the agents I coach say the exact same thing.

Here’s the breakdown.

  • Referred: 37 percent
  • Used the agent previously: 29 percent
  • Every other method: single digits percent

Let that sink in for a moment.

Most agents spend a huge amount of time waiting for past clients to be ready to move again. And while repeat business absolutely matters, the real opportunity often sits somewhere else.

It sits inside your past clients’ network.From time to time, a simple question goes a long way.

“Who do you know that might benefit from my services?” or “Who do you know that would benefit from this report or information?”

These are not pushy questions. They are gentle prompts. And they work.

Your past clients know you.They trust you. Many of them would happily recommend you.

But here’s the hard truth.They are not mind readers.

If you are not actively reminding them how you help people, what problems you solve, and who you are best suited to help, you are leaving business on the table.

It is not your clients’ job to remember your value. It is your job to reinforce it.

Wishing you a productive week ahead.