I would say ask constantly. If you are always asking then its not so hard to ask. I have read you should ask for it in every communication you have.

Actually I just wrote this up for a newsletter I am releasing...

If you like my services please recommend me to someone you know. I am always looking for referrals of this type. If you have your own business and would like to work together in some capacity I am always looking for new ways to get my message out. Why not work together? I love promoting the community I work in and the businesses I frequent. If you would like to learn a little bit more about me please visit my website. Better yet just call me. I am always just a phone call away!

 I thought that was straight to the point.

I call them up and ask how they are doing. How is the wife kids and job. When they ask me (naturally) how Real Estate is going I reply,"well as you know, it is slower than I like and by the way thanks for the referrals. They really mean a lot to me" Whether they gave me any referrals, or not it might get them to start referring.

I don't specifically ask.  I keep in touch with past clients on a personal, regular basis.  If you do that (not just mailed out newsletters, but phone calls and face to face meetings) they will have your name on their mind when someone mentions buying or selling a home.

Keep in touch.  Make it personal.  You'll get the referrals.

I do it a variety of ways, but a lot of times I am more passive..."if you know of someone moving keep me in mind or let me know..."

When we send out mailings to past clients we always add something to the end of the letter about referrals. Usually in a casual manner and upbeat and we always add a few extra business cards.

I am with Kris on this one.  I know the scripts we are supposed to use.  I want my sphere to look forward to my call.  If you are always asking for something, they will avoid your call.

Thanks for writing,

Ken

There is an excellent way - keep your past clients on at least a once-a-month snail mailing - and remind them you are always open to referrals.  Also, calling past clients every 3-6 months just to stay in touch is a great way.  Call them around their birthday's or anniversary's or anniversary of the purchase or sale of their home.  All ways to just say hi and hey, remember, if you know anyone that needs to buy or sell, let me know.

My belief is the art of referral generation is masking the question, and in turn making the call all about the client / referral partner you are calling.  Note.... not hiding, but masking.  You are calling to ask for something for yourself, but don't make the call all about yourself.  You have to still make it about the person you are calling.   Do you keep your client's birth dates?  Call them on their birthday.  You don't even have to ASK for a referral.  Simply contacting them is enough, reminding them you are out there.  However, with clients you are currently working with, your method is just fine.  Recently I was at a closing with one of the top Realtors in my area.  At the end of the closing she simply said to her clients "just because we are closed doesn't mean our relationship is over....if you were happy with my services during this transaction please be sure to give my name to your friends, your co-workers, family, or anyone you come across that is thinking of selling or buying.."  One thing I noted she did during the closing was ask her clients about work, family, and their friends.  Thus, when she hit them with the referral generation question, their sphere of influence was fresh in their mind. 

Thanks to all for the great tips and advice.....

Miriam, I really like that tactic.  I gonna try it.  Thanks for the feedback.

Ryan, I agree with you, and I guess that's why I have such a time asking them straight out. And, I do always say the, "just because we're closed" scenario.  I don't keep their birth dates, but I do send them out anniversary cards - maybe I could start calling around that time. Plus, I send them out market activity sheets twice a year, then call them once they've received it; I normally do the "soft" approach then.  Thanks for the feedback.

Christina, thanks a bunch; I've decided to try calling around their anniversary....

Kris & Ken, I guess that's why I do the soft approach, I do want the call to be about them, not me. Thanks....

Rita, I do always add something to the bottom of any correspondence both snail mail and email regarding referrals.  Thanks.

Chuck, thanks - yeah, I do mostly the passive way as well.  It sorta looks like most of us do.....

Shane - thanks...I like the message that you put in your newsletter.  That's a great way to look at it.

Hi Debbie,
It is wonderful to see you here again!  I do it in different ways depending on the person, circumstances, etc.  Staying in touch (birthday, anniversay and holiday cards) is the most important thing---that way you are in their head.

-I might say "if you know anyone looking for a home, I'd love to talk with them"

or

"if you are pleased with what I've done for you, please tell your friends, family and co-workers, if you are not, please tell me"

or

"do you know anyone looking to buy or sell?"

There are so many ways to do this, I think it has to fit your personality.

Debbie, one of the many scripts we learned at StarPower was this one: In our experience, great people like yourself tend to know and surround themselves with other great people. We would be honored by your referral to assist them in their home buying or selling process.

I struggle with this aswell.  Thanks for putting this out there, I am enjoying the comments. 

Brooke

Hi Cynthia, it's good to be here again! I check in periodically, but ever do much writing.  I guess I don't have that much to talk about; I see your points have soared.

I was hoping you make a comment; as always thanks, I'll try a few of them.  Take care.

Brooke, thanks for the comment. I've actually gotten a couple of things that I think I'm gonna try; I hope you did as well.  Have a great day.

Get into the habit of making it a part of your signature line, add it to all your mailings, and by all means, add it to your messages.

• Thank you for referring us to your family and friends.
• Don't forget to refer us to someone you know.
• Remember to refer us to your family, friends, and coworkers!
• We love working with referrals!
• Thank you for your referrals!
• Do you know of anyone looking to buy or sell a home? Refer them to me/us, I love referrals!
• Your referrals mean so much to us, thank you.

If past clients were happy with your service and professionalism they will refer you.  However, you need to keep your name and information in front of them so they know where to send people if the opportunity ever comes up.  Maintaining contact works as well as mailings.  I have found that sending them calendars, sport schedules, recipes, ets with my business card included gives them an item they are not likely to throw out.  In fact, I have heard back from others that they were in a home and saw my sport schedule (with magnetic backing) on  the refrigerator.

Contact Matt Hudson at 720-981-4109.  He's a nationally certified trainer.  I just attended a class he conducted on getting your clients to send you referrals.  His intention is to also write a book detailing the whole process.  He has an outline he would gladly send you.  You could also ask him to record it and send you a copy.  Really good stuff.

Caroliyn, thanks for the great advice.  I already send out reminders on all my correspondence, but you gave me a few I can change them out with.  Have a great day.

Jon, thanks for the great advice.  I'll add it to my list of things I need to do. Have a great day.

Kathy, I agree, relationship building is very important. I guess that's why consistently asking for referrals is sorta hard.  I don't want to over do.  Have a great day.

Jerry, thanks for the advice.  I actually email Matt Hudson yesterday to see if I can get some information. Thanks again.