Selling Soulfully with Jennifer Allan


An Easy Way to Double Your Real Estate Business Every Year

double your businessSo... whatcha' thinking I might be thinking here? More lunch dates? More blogs? More Facebook, Twittering or Linking In? Or, egads, more cold-calling, door-knocking or referral-begging?


Here's a reeeeal easy way to double your business every single year.

EARN one referral from every single client.

If every buyer and seller you serve, every year, were to send just one buyer or seller your way in the twelve months following your time together, you'd double your business, wouldn't you? And of course, if your buyer or seller is that tickled with you that they'll send one person your way, I'm guessing they might do it again... and again... and maybe even again!

So, how do you go about inspiring your buyers and sellers to refer business to you?

Expensive closing gifts?

Incessant reminders of your affection for referrals?

Monthly newsletters and postcards showcasing your listings?

Boilerplate greeting cards on the one month, three month, six month and one year anniversaries of their closing?
No again.

A contract signed at closing where your buyer or seller commits to sending you at least three referrals?
OMG, no.

Gifts, drips, cards or contracts won't inspire anyone to send you business. Oh, they might remind someone that you exist and how to find you, but unless they already think highly of you as a real estate agent, ain't no business coming your way as a result of said gifts, drips, cards or contracts.

It's so, so, so simple. Just be great at what you do. Take care of your current clients as your very first priority. Go the extra mile (where, to paraphrase Roger Staubach, there's not much traffic). And then stay in touch just enough to remind without becoming a nuisance.

And watch your business grow...

Y'think Your Clients Are Talking About Their Real Estate Agent?
If a Tree Falls in the Forest and Nobody Hears it, Is Your Realtor Doing His Job?
Okay, So the Sign's in the Yard, What Next?
Ten Ways to Show Your Seller You Don't Care
I'm the Best Listing Agent I know




It's Here!


The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!









Comment balloon 23 commentsJennifer Allan-Hagedorn • October 10 2011 08:13AM


There you go, Jennifer.  You have a great idea.  If we're good at what we do, people will talk.  Have a great day!

Posted by Mike Cooper, GRI, Your Neighborhood Real Estate Sales Pro (Cornerstone Business Group Inc) almost 8 years ago

Jennifer: thanks for this great reminder: if we provide outstanding service, we will be referred to others!

Posted by Carol Zingone, Global Realtor in Jax Beach, FL - ABR, CRS, CIPS (Berkshire Hathaway Home Services Florida Network Realty) almost 8 years ago

Morning Jennifer!  Yep all those technical, procedural, do this, then do that, every 2 weeks, once a quarter, auto-mailers, email cards, yada, yada, yada don't mean crap if you didn't earn their trust and respect by your own actions.  Just a total waste of time and money.  You got it right!  Be yourself.  Do what you do with professionalism, dedication, respect for ethics, and honest care about what your clients want and need, and the referrals will definately come your way.  Have a great day.

Posted by Vance Booher (Re/Max Select, SRES) almost 8 years ago

The very best in customer service will always be remembered.

Posted by Corinne Guest, Barrington Lifestyles (Corinne Guest, REALTOR® | Barrington Realty Company) almost 8 years ago

GM Jennifer, it is so true do your job and people will remember you for all the hard work and extra mile you went to get things done. I read your article in our local VAR publication. Very nicely written up article.

Posted by Ritu Desai, Virginia Realtor-Fairfax/Loudoun/PW-703-625-4949 (Samson Properties) almost 8 years ago

There are a lot of gimmicks out there for sure. But what you have said is the way to double your business pure and simple

Posted by Charlie Ragonesi, Homes - Big Canoe, Jasper, North Georgia Pros ( almost 8 years ago
Double or triple, not to mention save big bucks on the gimmicks. Seriously, I would be annoyed if my agent "popped by" to see me - if he or she did a good job, then I can well remember that without any prompting!
Posted by Susan Haughton, Susan & Mindy Team...Honesty. Integrity. Results. (Long and Foster REALTORS (703) 470-4545) almost 8 years ago

Great customer service is what keeps me going back to any it only makes sense to offer the same great level of service myself.

Posted by Debbie Laity, Your Real Estate Resource for Delta County, CO (Cedaredge Land Company) almost 8 years ago

I certainly like the idea. Being very good at what you do do certainly increase the chances of increasing the business. Sometimes, it's not what you do after the closing, it's what comes afterwards.

Posted by Loreena and Michael Yeo, Real Estate Agents (3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co.) almost 8 years ago

Jennifer very true.  A referral is the best way to keep our business growning.  One then another then another.  It's not fancy but it works.

Posted by Cindy Jones, Pentagon, Fort Belvoir & Quantico Real Estate News (Integrity Real Estate Group) almost 8 years ago

I agree, being very good is important.  But, I want to argue here a little this morning.  When you're very good at what you do, you make it look easy.  I like to have smooth transactions which take work and anticipation.  Clients don't always appreciate easy...they think we make too much money for "easy"

I think that first and foremost, we need to do a good job but we need to add follow up to the mix.  I remind people I'm here to help.  After our recent storms I called to see if they needed anything.  The people I was able to talk to were happy to hear from me.

Posted by Nancy Pav, Nancy Pav, Your "GottaHave" Realtor (Century 21 Redwood Realty) almost 8 years ago

Nancy - I agree that staying in touch is critical (and I do say that in the blog), but it's not going to change someone's referral behavior if they weren't impressed with the agent during their time together. That's where I think our industry misleads agents - by insisting that Staying in Touch is the key to success! The cynical side of me figures that there's a whole lot more money to be made (by the Stay in Touch companies) by selling systems TO stay in touch than there is in teaching agents to do a good job ;-]

Cindy - I love how you word that - "It's not fancy but it works!"

Loreena - did you mean to say it's what comes "before?"

Debbie - I agree (obviously) and besides, it's SO much more fun to show up to work every day if you know you're doing your very best and your clients love you ;-]

Susan - EXACTLY!!! And if said agent who did a lousy job for me insisted on popping by (either in person, in my mailbox or my email inbox), I'd become more and more annoyed with him or her every time he or she reminded me of their existence!

Charlie - Away with the Gimmicks!

Ritu - I haven't seen that article! Do you have a copy of it???

Corinne - Especially in our industry, unfortunately... :-(

Vance - You said it!

Carol - it really IS that simple!

Mike - Thanks! You have a great day too and thanks for being my first comment!

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) almost 8 years ago

Great blog Jennifer, underpromise and overperform, way to go.

Posted by Brin Realty Associates Team At Bean Group, Amherst NH homes and Southern NH real estate (Bean Group | Brin Realty Associates) almost 8 years ago

A lofty goal, one referral from every client.  It shouldn't be so difficult and it would be FABULOUS.  I love referring friends to service providers that I trust and value (e.g., pediatric dentist, tailor, dry cleaner for special occassion garments . . . .).  And, these people don't ask/beg for referrals.  They are just damn good at what they do and I want to share my resources with my friends.

Posted by Former Agent (None) almost 8 years ago

A contract for referrals at closing, I love it! Thanks for the advice!

Posted by Doug Rogers, Your Alexandria Louisiana Agent (Bayou Properties) almost 8 years ago

Doug - that's a real strategy - asking clients to commit, contractually, to sending you referrals. There was a blog about it a few years back that blew me away...

Aimee- I agree - when you break it down that way - just ONE referral from every satisfied client - that should be easy, right?!

Rene - thank YOU!


Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) almost 8 years ago

Great post, most of my business comes from past client referrals. It is nice to know my past clients trust me to handle such a big transaction for someone else they know. 

Posted by Liz Vatovec (Keller Williams Realty) almost 8 years ago

Way cool !!!   Thanks so much for sharing your article !

Posted by Fay Kelley, Alternative Healing With Crystal Energy (Interdimensional Healing Light) almost 8 years ago

Jennifer this is why you should always treat your clients very good. Answer your calls on time and treat every client like their are your number one client. Thanks for sharing Jennifer.

Posted by Lanre-"THE REAL ESTATE FARMER" Folayan, I don't make promises.I deliver results.SOLD HOMES (Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC) over 7 years ago

If new agents would just spend more time looking after every single potential client that came their way their businesses would flourish. It works!

Posted by Karen Salmon, Okotoks Real Estate Agent (Royal LePage Benchmark) over 7 years ago

Karen - Yes indeed. Amazing how our industry doesn't seem to get that! But you can tell us all about it on Thursday morning... ;-]

Lanre - Seems so obvious to me!

Fay - glad you enjoyed it.

Liz - once you have a database of satisfied past clients, your business really does take on a life of its own. It's a beautiful way to make a living.

Dedra - you are very welcome.



Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) over 7 years ago

Hi Jennifer,

Thanks for sharing another simple but practical tip.

Happy Thanksgiving

Posted by HGNL Digital Marketing Agency, We are a full service real estate marketing agency over 7 years ago

Wow it seems so simple but yet it is so true.  Iheard that many times and they are certain times to ask for ref's when you create that wow moment.

Posted by Paul Gapski, 619-504-8999,#1 Resource SD Relo (Berkshire Hathaway / Prudential Ca Realty) over 7 years ago

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