Real Estate Referral Cold Calling Script
The exact referral request script that converts 22% of conversations to referrals. Perfect for calling past clients and your sphere of influence. Includes objection handlers and follow-up tips.
1The Opener
Hi {{client_name}}, it's {{your_name}}! How are you doing?
[SMALL TALK - Ask about something personal you remember: kids, job, the home, etc.]
Listen, I don't want to take too much of your time. I'm calling with a quick question—do you have a minute?2Discovery & Pitch
So here's why I'm calling. My business is built almost entirely on referrals from people like you—clients I've worked with and people I know. And I'm reaching out to the people I've helped in the past to ask a simple favor.
You were such a great client to work with, and I really appreciated your trust in me when we {{bought/sold}} your home on {{street_address}}.
Here's my question: Do you know anyone—friends, family, coworkers—who's thinking about buying or selling a home in the next few months?
[LISTEN - Give them time to think. Don't fill the silence.]
[If they mention someone:]
That's great! Tell me a little about their situation. [Listen] Do you think they'd be open to me reaching out? [If yes, get contact info] Perfect. And would you mind giving them a heads up that I'll be calling? A warm intro goes a long way.
[If they don't know anyone:]
No problem at all—I appreciate you thinking about it. Here's what I'd ask: if someone does come up in conversation over the next few weeks, would you keep me in mind? I'd really appreciate it. And of course, I'll take great care of anyone you send my way.
Also, would it be okay if I sent you a few business cards or a link to share? Sometimes it's easier to pass along when you have something in hand.3Objection Handlers
Click an objection to see the response. Practice these until they're automatic.
Your Response
Totally understand—I'm kind of putting you on the spot. Here's what usually happens: after we hang up, you'll think of someone. If that happens, just shoot me a text. Or if you hear someone mention anything about moving, buying, selling—I'm your person. Does that work?
4Closing Options
So anyone come to mind—friends, family, coworkers—who's thinking about buying or selling?
Here's what I'd ask: if you hear anyone mention anything about real estate, would you pass along my name? I'll take great care of them.
Can I send you a few business cards to keep on hand? Or would a digital link be easier to share?
Would you be comfortable posting a quick review about your experience with me? That helps me reach more people like you.
Voicemail Script
Hey {{client_name}}, it's {{your_name}}! Hope you're doing well.
I was just thinking about you and wanted to reach out. I'm looking to help a few more families this year, and my best clients always come from referrals from great people like you.
If you know anyone thinking about buying or selling, I'd love to help them out. Give me a call when you get a chance—{{your_phone}}.
Talk soon!Variables to Customize
{{client_name}}Your past client or contact's first name{{your_name}}Your first name{{street_address}}The address of the home you helped them with{{your_phone}}Your callback phone number{{referral_name}}The name of the person they're referring{{referral_situation}}Brief description of the referral's situation{{your_email}}Your email for digital contact sharing{{business_card_link}}Link to your digital business card or contactPerfect For
- Real estate agents with a past client database
- Agents looking to grow through relationship-based prospecting
- Experienced agents who've helped 20+ clients
- Agents who want higher-converting leads
- Teams building a referral-based business model
- Agents with strong client relationships
Not Ideal For
- Brand new agents without past clients
- Agents with poor client relationships or reviews
- Those who didn't deliver a good client experience
- Agents uncomfortable asking for favors
- Those looking for immediate transactions (referrals take time)
Pro Tips
Call your past clients at least twice a year—once for referrals, once just to check in
Personalize every call—mention something specific about their home or situation
Time your calls strategically: after holidays, during spring selling season, when market heats up
Always ask for permission to reach out to the referral directly
Request a warm intro when possible—conversion rates are much higher
Send a handwritten thank-you note for every referral, whether it closes or not
Track your referral sources and thank your top referrers with gifts
Make it easy to refer: digital business cards, shareable links, simple text templates
Common Mistakes
Only calling when you need something—stay in touch consistently
Rushing to the ask without genuine conversation first
Not giving them time to think—silence is okay
Forgetting to follow up on 'I'll think about it' responses
Not showing appreciation for referrals, even if they don't close
Being pushy or making the client feel used
Not having an easy way for them to refer (cards, links, etc.)
Ignoring unhappy clients instead of addressing their concerns
Practice Exercises
Review your client list and write a personal note about each one
Practice the transition from small talk to referral ask
Role-play handling 'I can't think of anyone right now'
Draft a follow-up text template for after your referral calls
Create a simple referral gift program and practice explaining it
Practice asking for online reviews as a secondary ask
Tone & Delivery
Warm, personal, and grateful. This isn't a cold call—it's a conversation with someone who knows and (hopefully) likes you. Be yourself. Reminisce a bit. Show genuine interest in how they're doing. When you make the ask, be confident but not desperate. You're giving them an opportunity to help someone they know, not begging for business.
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