How top producers get referrals for life

by Houston Agent

Learn how top producers build their referral network with an effective client communication plan

Imagine what it would be like if your business were 100 percent referrals. Imagine that you have a steady stream of customers because they’ve been sent to you by past clients who sing your praises. Many top producers know how to create a referral network from past sales.

How do they do it?

The secret is in relationship building. When you build lasting relationships with every client, they send business your way, they write positive reviews and they rehire you when they move. And like all relationships, the good ones are rooted in quality communication. Without strong, clear and regular communication, relationships wither.

While other agents may get caught up in ineffective lead generation strategies, top producers understand that the strongest, most cost-effective way to build a business is to cultivate relationships with existing clientele. It is because of their commitment to building client relationships that top producers enjoy repeat business and a steady stream of referrals.

How can you enjoy the same success?

Build a communication plan

If you have long-term relationships in your life, you know that it takes some work to keep good relationships with friends, family and spouses. Remembering birthdays may seem small, but the gesture matters. Small gestures matter in a relationship. If you want your clients to consider you a trusted advisor and friend, you’ll have to be there not only for their real estate needs, but also for some of life’s important occasions.

It starts by setting the tone of the relationship from the first meeting through the first transaction. Then follow up. This experience will show clients that they can expect regular, clear communication from you. The problem for many agents is that they focus on doing the job and forget to communicate what they are doing. Top producers have this under control because they have a plan.

Commit to communication

If your communication methods fail or you don’t communicate frequently enough with your clients, they may feel frustrated and abandoned. To prevent disappointed clients, top producers follow communication plans that prioritize consistent and meaningful client interactions. But a communication plan is about more than just making clients happy and building rapport. A good plan leads to a lifetime of referral business.

Developing a referral network and gathering quality leads starts with your current clients. Not sure where to start?

Build a robust referral network and get ahead on success with the help of AgentEDU’s course, “How to create the most effective client communication plan.”

Get unlimited access to this and every other 10-minute video course on AgentEDU when you subscribe for only $19.99 per month.


AgentEDU® is a platform where agents at every level can come to watch 10-minute video courses for the many situations that successful agents must master. From essential to advanced level and everything in between, AgentEDU® courses help agents become top producers with increased earnings and a plan for continued growth. For a seven-day free trial, sign up here.

AgentEDU® is an Agent Publishing brand. For nearly two decades, Agent Publishing has been committed to providing residential real estate professionals with the information and training required to build successful and meaningful careers in their local markets. Agent Publishing’s influence extends to every career stage and reaches agents across print, digital, events and online learning.


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