Last week we created visibility. This week we turn that visibility into opportunity by engaging your SOI. The whole week runs on one principle: give before you ask. When you lead with value, you build trust and earn the right to ask for the referral.
Why this matters
- 43% of buyers are referred to their agent by a friend, neighbor, or relative — 49% of first-time buyers (NAR 2025 Profile of Home Buyers & Sellers).
- 91% of buyers would use their agent again or recommend them to others (NAR 2025 Profile) — your past clients are your warmest pipeline.
- People forget you if they don’t hear from you; consistent contact keeps you top of mind.
- Reviews are the digital version of word of mouth — and 62% of recent buyers have already recommended their agent within a year of buying (NAR 2025 Profile).
Reach out to 5 — and lead with value
Block 15 minutes, three days this week, and reconnect with five people from your SOI. Text, call, or DM — just reconnect. Over 11 weeks that’s 55 quality touches. A great trick: scroll back 6–12 months in your texts or DMs and reach out to someone you haven’t talked to since. It feels personal, and almost no one else thinks to do it.
Every conversation should offer something of value. Be the expert — open with a market stat or a genuine question. The numbers below are examples from one season; always pull current figures for your own market (know your stats, or get them) so you’re never quoting stale numbers:
Conversation hooks & value (swap in your current local numbers)
“Did you know Tarrant County had 400 price reductions last week? It’s giving buyers more negotiating power.”
“There are 4,600 active homes under $500K in our area right now — about 20% more than last year.”
“I’m curious — have you been following what’s happening with mortgage rates?”
“Do you know anyone frustrated with rent prices right now?”
Ask for referrals — out loud
People refer when they’re asked to. Aim for two intentional referral asks each week, woven naturally into conversation. Keep it light and authentic, never salesy:
Referral asks
Casual: “By the way, if you hear of anyone thinking about buying or selling, would you keep me in mind? I’d love to help them.”
Community: “If someone in your circle talks about real estate, just send them my way — I’ll take good care of them.”
Relational: “I always look out for my people. If you hear of anyone who needs help buying or selling, please introduce me!”
Turn reviews into referrals
Request one review a week, ideally 7–10 days after a closing or the moment you solve a problem. Make it easy by sending direct links to Zillow, Google, Realtor.com, and Facebook. When a referral checks you out, those reviews back you up — so aim to become the most-reviewed agent in your area. Together these three actions create a cycle: visibility → opportunity → proof.
This Week’s 3 Steps
- 1Reach out to 5 SOI contacts each week (block 15 minutes, 3 days a week).
- 2Ask for 2 referrals each week using light, authentic scripts.
- 3Request 1 client review per week — send direct links to make it effortless.
Pitfalls to Avoid
- Don’t “check in” without adding value.
- Don’t spam your SOI with listings only.
- Don’t forget to actually ASK for the referral.
Your Weekly Rhythm
- 15-minute SOI outreach blocks, 3 days a week.
- “Ask for 2 referrals” on the calendar each week.
- “Request 1 review” on the calendar each week.
If you only do these 3 steps this week — you win.
Imagine 11 weeks from now: 50+ SOI conversations done, you’re top of mind as “the Realtor” in their circle, and 5–10 new referrals are in motion.