Like most sales associates, you rely on referrals as one of your primary sources of attracting new business. Then, why don't you have a referral marketing system to maximize this powerful business-building tool?
Krista Baker of Realtybizcoach.com offers this three-step quick guide:

Step 1: Set An Expectation
When you first start working with clients—even before you sign the agreement—set an expectation for referrals. Explain that you get the majority of your clients from referrals and that as part of working with you, you expect that once they see what a great job you do, you hope they’ll recommend you at least two other people to you.
A good time to ask for a recommendation is:
1. When you first start working together.
2. At celebratory moments. Clients are most appreciative of your services when things have just gone extremely well for them. Use one of those moments to ask for a recommendation—and follow up with a letter or e-mail explaining that you market your business primarily by referrals and would they know of anyone whom they could refer.
3. After the transaction completes. Take a gift basket to your clients to check up on them after they've moved in.

What shouldn't you do? Maybe you've heard horror stories about door-to-door salespeople who would demand the client immediately write down five names of people the salesperson can call. Don't be that person! You don't want to intimidate people into referring business to you.

Step 2: Make It Easy For Clients To Refer Business To You
Let clients know who your ideal prospects are, the best ways they can refer business to you, and what you'll do when they give you a recommendation, such as how you'll contact the person, what you'll say and how you'll follow up.
A good way to do this is to put together a one-page guide. By outlining your referral process, you reassure your clients that you won't hound or annoy the people they refer, and you can give them the opportunity to be involved if they choose.
For instance, instead of saying, "If you know anyone who needs my services, have them give me a call," you might say, "If you know someone who needs my services, give me a call, and we can discuss if I can help them and how to best approach them."
Recommendations are best if the referrer is involved. Can they set up a lunch appointment? Can they give their friend your special report that would be valuable to them right now? Can they write a letter or e-mail recommending you?

Step 3: Reward Your Referral Sources
Finally, be sure to keep your referral sources up-to-date on the referrals they do give you. Let them know the status of the person they referred—did he or she become one of your clients? If so, how is that working out? Let your past client know you appreciate the recommendations. One way to reward your referral sources is to give an incentive for referrals you receive. Of course, you must make sure you are legally and ethically compliant, but there are many ways to be creative. 


Can you hold a contest? For instance, anyone that refers business to you will receive an entry in your contest to win an all-expenses-paid trip to Hawaii as well as smaller prizes like an iPod or even cash if your ethics board allows it. Perhaps you can give referral bonuses by partnering with local service providers. For instance, if someone refers three people who become your clients, you'll pay your personal accountant to do their taxes this year or give them a six-month gym membership to your local gym, three months of golf or cooking lessons. If you’re not able to show appreciation in these ways, a simple thank-you note or past client dinner is a great idea.
Your referral sources will appreciate the gesture and be much more likely to send you new referrals. 


By taking some time to set up a referral system, you'll drastically increase the number of clients who refer business to you.

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