When someone directly suggests you as a real estate broker to someone who requires your services, it is a real estate referral. The cheapest and most effective method to expand your real estate business is through recommendations, therefore it’s critical to learn how to do it.
These strategies, which range from holding events to becoming involved in the community, networking, maintaining connections after transactions, and forming referral partnerships, can create real estate referral prospects so you can attract more customers.
What is a Real Estate Agent Referral?
A certified real estate referral representative concentrates on directing customers to the best-qualified salesperson to help them, as a seller or a buyer in a real-estate deal, rather than providing full-service real estate representation for a client. The referral agent receives a portion of the commission if the customer successfully closes a deal.
State-specific laws and duties apply to real estate referral agents. A real estate referral agent’s activities will always be constrained to prevent the formation of an agency relationship with the client.
Why Use a Real Estate Referral Agent?
Partnering with a referral agent resembles having your own private human resources department from the client’s standpoint. A person pre-screens full-service real estate agents so you can be sure you want to spend time with them. A real estate referral agent may be at the front line, helping you to focus the little time you have on the best opportunities. It’s always a good idea to do your own due research.
A real estate referral representative tries to comprehend the needs, priorities, and timeframe of the client during the initial interaction. The customer is then matched with a qualified, full-service agent to suit their needs using the information provided.
From the standpoint of the full-service agent, lead creation is constantly a cause of anxiety. Full-service agents that work with real estate referral agents not only create more leads but also, and most importantly, pre-screened, top-quality leads.
Real Estate Referral Fees
A percentage of the commission given to another real estate agent or broker in compensation for a client reference is known as a real estate referral fee. For one side of a transaction, a standard referral fee is 25 percent of the total commission. A referral fee is variable, just like all other aspects of real estate profits, and there is no established standard for a referral fee amount.
What is a Referral Fee?
A real estate referral occurs when one certified real estate agent or broker refers a customer to another one in order to better meet that client’s needs. Even when real estate agents work hard to be their customers’ go-to people, there are times when a client’s request is one they are unable to fulfill. In these situations, recommending your customer to some other agent is frequently the wisest course of action.
Most typical grounds for referrals for real estate
Every day, real estate referrals take place for a number of different reasons. Some (or more) of the reasons listed account for the majority of these referrals:
Ineligible Transaction
While you may technically be able to help with many various kinds of transactions as a certified Realtor, if a customer asks you for assistance with a transaction type you aren’t acquainted with, making a recommendation may be the best approach to give them the service they need.
Say, for example, that you have a customer who you have previously assisted with residential mortgage transactions and who now wants to sell a property that is designated for industry.
To advise your client on pricing, negotiating, or closing conditions, you might not be qualified if you have never participated in a commercial transaction. After all, industrial or commercial real estate may not benefit from the same best practices as residential real estate. Therefore, the ideal course of action for your client would be a recommendation to a knowledgeable industrial and commercial real estate agent.
Unmarketable Transaction
Imagine you’re a Maryland-based real estate agent with a buyer who wants to buy a beach property in Delaware. Although the two states are near one another, Delaware is a “turf state,” which prohibits Maryland license holders from doing business there.
However, you might suggest a Delaware-licensed real estate agent to your beach house customer. You (or more precisely, your broker) will be compensated with a portion of the Delaware transaction’s commission in exchange for the said referral.
RESPA Must Be Followed in Real Estate Referrals
The Real Estate Settlement Procedures Act is known as RESPA. Kickbacks and fees made to third parties in a real estate deal are now prohibited by the RESPA statute. That includes appraisers, house inspectors, and real estate attorneys. This is done to prevent a real estate broker from endorsing services that the customer might not find useful just because they are receiving a “kick back”.
But the majority of real estate referral fees are disregarded. They must be from one licensed real estate broker to some other qualified real estate agent in order to be disregarded. You should be alright as long as you’re working with a Realtor who is authorized. You will be breaking RESPA if you give charge to any unauthorized individual.
This also applies to real estate firms. A referral fee cannot be given to an unlicensed individual or organization, including unauthorized real estate organizations, by any authorized real estate broker.
RESPA is intended to prevent customers’ closing expenses from skyrocketing. But it also implies that, even if you wish to reward someone for referring your business (like previous clients), you can’t pay them a finders fee. Additionally, anything that has worth might be considered a finders fee.
What Qualifications do Referral Agents Need to Succeed?
There are a few traits that excellent real estate referral brokers have, but the most crucial is that they have mastered the art of pitching their services without hesitation or fear. Establishing your own unique messaging and the manner in which you present it to clients may be a smart place to start as connecting clients with skilled full-service real estate agents is a highly valuable service.
Each discussion will come more effortlessly than the previous one as you advance in real estate referral, and you will learn to tailor your message for every different sort of audience.
Lead Your Team
Teamwork is another important aspect of becoming a successful real estate referral agent. Make it a practice to regularly speak with and meet with full-service agents who operate in your market.
You will learn more about and have a better understanding of the community’s real estate agent community as a result of each point of contact. This will help you serve your customers more effectively. You will ultimately reach referral commission arrangements with the brokers who best serve your clients as your full-service real estate agent network grows.
Follow Up With Referrals
The final item to mention is the need to follow-up. If your recommendation of a full-service real estate agent to a customer was successful, then the full-service agent should provide you with regular updates on their progress.
Ensuring the client is happy at every stage of the process is crucial. You must decide what to do if the client ever brings up a problem or expresses dissatisfaction with the service they’re receiving. Is it better to address the issue with the full-service agent at this point or to move forward attempting to set up connections between the client-alternative agents?
How Can I Become an Agent for Real Estate Referrals?
Learn about the state’s criteria and costs before applying for your real estate licensing. The licensing procedure for a full-service agent is the same in most states and includes completing a certain amount of classroom hours, completing your state licensing exam, and ticking the appropriate boxes for character and age. This is the perfect moment to start looking at your brokerage possibilities. A registered real estate brokerage is where all licensees must hang their documents.
Get Licensed
Obtaining a real estate license is the first requirement for legally referring customers to real estate agents. Although the licensing procedure varies from state to state, it often entails:
Pre-licensing programs can be taken in person or online to get the knowledge necessary to pass the license test.
- Passing your state’s licensure test, which generally consists of 80 to 100 questions with multiple choices regarding various real estate topics.
- Obtaining a clean backdrop.
- Submitting a licensing application and paying the required fees.
- To obtain a real estate license, you have to be at least 18 years old.
Consider Getting a Degree
Although it is not necessary to have a bachelor’s degree to work in real estate, several brokers and firms like hiring referral agents who have one. Real estate is covered in a lot of university and community college courses and programs. Referral agents might also gain from courses in business administration, marketing, economics, and finance. If you want to start your private real estate firm, a degree in business may be especially helpful.
Join a brokerage
Join a real estate firm in the location of your choice. A brokerage supervises your work, guarantees that you adhere to local rules, and pays your commissions when its real estate brokers close deals based on your recommendations. You may sign up for a variety of brokerages:
- Small, specialized brokerages in the region.
- Well-known and established national brokerages.
- Brokerages that only conduct business online.
- Brokerages for real estate referrals that solely use referrals.
Each brokerage has certain guidelines for client meetings and referral fees. Before joining the firm, make certain that you are aware of and accept these.
Learn How to Market Yourself
In order to attract customers and start earning money from their real estate transactions, you must sell your referral services. To find leads, use these methods:
- Internet marketing and social media.
- Establishing and marketing a personal blog or website.
- Establishing contacts with possible local homebuyers.
- Telephoning potential customers.
- Joining neighborhood and regional real estate associations.
As soon as you receive a lead, schedule a meeting with the person to gather information, understand their needs, and ascertain whether they are inclined to buy a property. Lead qualification is the name of this procedure.
Start Referrals
Refer customers who are serious about purchasing a house to realtors that recognize their requirements and have success selling the kind of property they’re searching for. You should also have a wide array of real estate relationships in order to make good referrals. By becoming a member of real estate groups and making connections with local real estate brokers, you may expand your network. There are referral networks in several areas that might assist you to connect your leads with real estate brokers.
Have the customer fill out a real estate referral agent agreement before submitting it to your firm and the real estate agent you’ve suggested.
eXp Brokerage
Since eXp Realty has experienced nothing short of phenomenal development, it’s not surprising that so many professionals are choosing to work with them. The revenue splits, lead generating resources, revenue sharing scheme, and chance to own stock in the firm are all draws for REALTORS and Brokers.
Real estate brokers who are constantly on the go and want to have access to offices and live training from any location around the globe, find eXp’s online or “cloud” office to be very enticing.
There are numerous reasons why real estate agents are deciding to join eXp Realty!
About Traci Gagnon
Traci has been working in real estate for 18 years. In her third year, she hired 5 agents and started a Century 21 franchise. She expanded it to almost 220 agents, making it the fourth-largest Century office in the country. Numerous real estate businesses have recognized her with accolades, like Platinum Top 50, The Centurion Award, Grand Centurion, Quadruple Gold Winner, Top Growth Partner, and the 50 Million Club.
The vigorous lead generation campaigns and the substantial revenue sharing possibility brought Traci Gagnon to eXp.
Traci Gagnon is available to assist you in expanding your company using the eXp Realty platform and its strength. Call Traci at 210-465-5275 today!
