You did the showings. You closed the deal. You handed over the keys and maybe even a nice bottle of Pinot. That’s where most agents wrap up the relationship. But if you want to build a real estate business that compounds over time, you have to shift your mindset.
Why? Because your job isn’t finished at closing. That’s where the real opportunity begins. Every client you work with has the potential to bring you two, five or even ten more deals if you know how to keep the relationship alive. This post will walk you through the exact steps to turn happy buyers and sellers into your best marketing asset.
While 90% of real estate agents ignore this advice, you’ll stand out from the crowd and become the “it” person in your network, local community and beyond.
Stop Ghosting Clients After Closing
A lot of agents go silent after the keys are handed over. The problem? That silence creates space for someone else to step in later. You want your name to be the first one that pops up when your client’s friend or co-worker says:
“We’re thinking of buying a home.”
The best way to do that is by showing up after the sale with genuine care.
How to execute:
- Send a handwritten thank-you card within the first week
- Schedule a check-in 30 days after closing (ask real questions)
- Offer ongoing value like home service recommendations or market updates
Real Estate Referral Tip #1:
Being helpful after closing is how you become unforgettable. Since most agents move on quickly, this is your chance to set yourself apart.
Give Past Clients VIP Treatment That Builds Brand Ambassadors
Everyone wants to feel special. And your past clients already like you. Why not turn that goodwill into something strategic that ensures you’re top of mind for every conversation regarding buying or selling a home?
Create a “client-only” tier of benefits:
The key is giving them something they can’t get from your social media feed. Add in personal narratives, and not only will your email get opened, but they’ll feel more connected to you.
Real Estate Referral Tip #2:
A little exclusivity goes a long way. When clients feel like insiders, they’ll gladly bring others into the fold.
Turn Emails Into a Relationship-Building Machine
As a real estate agent, your email list is a gold mine. But you’re probably most focused on your prospect list, right? Not here. Instead, create a specific 6-month nurture sequence for past clients, including:
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Month 1: Home maintenance checklist
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Month 2: “What Affects Your Home’s Value”
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Month 3: Local vendor spotlight (and deal)
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Month 4: Invite to a live or virtual event
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Month 5: Real estate market updates or snapshot
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Month 6: Check-in with a question like, “Thinking about a renovation soon?”
Bonus: Plug in birthdays, move-in anniversaries, or holidays for even more touchpoints.
Real Estate Referral Tip #3:
Don’t focus on selling anything with these emails. Just deliver value and be useful. Relevance leads to referrals.
Master the Art of Asking for Referrals
Most agents don’t ask for referrals or they wait too long and the moment passes. Remember: some clients can have an A+ experience but won’t send you business unless you ask. Instead, create a repeatable system for asking. Here’s how to keep it low-pressure and effective:
Add a subtle message to your email signature:
“Referrals are the heart of my business. Thank you!”
In a post-closing email:
“If you know anyone who needs guidance in this market, I’d love to help.”
Send a short personal video check-in 3–6 months later:
“Jeff, I’m so glad you found your dream home. Just wanted to see how everything was going!”
Real Estate Referral Tip #4:
It’s not about being salesy. It’s about being authentic. Ask in your voice, consistently and authentically.
Create a Referral Program That Feels Like a Real Gift
You don’t need to hand out cash or offer gimmicks. Instead, reward loyalty with appreciation. A referral is personal. Treat it that way.
Thoughtful ways to say thank you:
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A handwritten note with a $30 coffee shop gift card
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Shoutout on your client newsletter or social media
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Make a donation to a cause they care about and surprise them
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A branded candle or small gift with a note: “Thanks for sending someone my way!”
Real Estate Referral Tip #5:
A simple, yet creative thank you goes a long way in the real estate business. Again, because most agents won’t take the time, small details can set you apart.
Don’t Just Close Deals, Build Advocates Who Market for You
Think beyond the “ask.” Your clients can be your loudest, most credible promoters if you give them tools and reasons to share.
Here’s what that looks like:
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Ask happy clients to leave a Google review
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Feature them in a quick testimonial post or video
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Encourage them to tag you when posting about their home
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Give them something to share, like a downloadable home checklist or invite-only workshop
Real Estate Referral Tip #6:
Empower your people to share your name. They want to help, but they won’t do it unless it’s easy.
Want More Clients Without Paying for Leads?
The best part about referrals: they’re the cheapest form of marketing and have the highest conversion rates. Talk about a win-win. If you’re ready to turn your business into a referral machine but don’t want to DIY all the tech, that’s where Slamdot comes in.
We help real estate pros build automated lead funnels, design high-converting websites, write trust-building email campaigns and create systems that run in the background while you close deals.
Want to see how we can build your referral engine? Contact us today!
