Episode Details

We can't believe we've never done a full episode on agent to agent referrals until now. It's a legitimate income stream agents talk about all the time, but the how of it actually works is rarely explained step by step, so we're breaking down exactly how it works, from finding and vetting an agent to what percentage actually makes sense.

Alissa has built agent to agent referrals into a real, repeatable part of her business (54 closed in the last five years alone), while Katy's referrals have been more occasional and organic. Between the two of us, we've got stories that cover the good, the sweet, and the downright frustrating, including a referral fee showdown that turned petty fast and a sweet man's friend who kept Alissa's card on her fridge for whenever the day comes.

We also get into the mindset side of this. Referral fees can feel like mailbox money, but they're not free, vetting an agent and gatekeeping your client's information is real work, and how you handle referrals says a lot about your professionalism. If you've ever wondered whether you should ask for 25%, or whether you even deserve to be paid for one, this episode will help you sort it out.

Here's what we cover in this episode: -What an agent to agent referral actually is and the steps involved -Why vetting the agent you're sending your client to is the real value you're providing -How to research and test an agent's responsiveness before referring someone to them -Why sending clients out of your market for the wrong reasons can hurt your reputation -The referral form, w9, and paperwork you need before the transaction even starts -How much to check in on a referred transaction without micromanaging -Typical referral fee percentages and why 25% can feel like a lot for the actual work involved -Alissa's referral journey, from handwriting letters to her top producer group to a decade of relationships -The stats behind how much of Alissa's business has come from agent referrals over the last five years -Where to actually find agents to build relationships with, including conferences, boards, and referral groups -Why being part of a paid referral group like BNI doesn't guarantee the right fit -How social media, podcasts, and niche communities can bring in unexpected referrals -Why referrals from retiring or inactive agents can become some of your most loyal business -The proper etiquette for asking for or paying a referral fee, and what NOT to do -A referral gone sideways, and how it got resolved without burning the relationship -Why community over competition applies just as much to agent to agent referrals as anything else

Key quotes from this episode: "You're asking yourself, am I serving myself to get paid, or am I serving the best interest of my client?" - Alissa "I do think some agents treat an agent to agent referral like mailbox money, all I did was make a phone call and now I'm gonna get 25% of your hard work." - Katy "It's not a real referral if you didn't gatekeep the info." - Katy "Remember that how you treat other agents is karma, it's going to bring it back around." - Alissa "This is a Do unto others as you'd have them do to you situation." - Katy

Products, people, and previous episodes mentioned: -CRS designation (Certified Residential Specialist) -Modern Agent Social Club -BNI (Business Network International) -Hustle Humbly Community referral sheet

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