When people are shopping for a home or have their property on the market, they eat and sleep real estate which means that they are talking about real estate with Everyone – All the Time.

Once they move into their new home, they are renovating, decorating or catching up on their life after their real estate ride and now they are NOT talking about real estate very much at all.

They will not think to refer you when they are not talking about real estate. It’s not they don’t think you are great – it just doesn’t come up in their conversations.

To create a true culture of referrals, begin the conversation at the very beginning of your relationship with your buyer and your seller clients.