Skip to main content
As a referral-only real estate agent, your success hinges on connecting your clients with the right partner agents. This guide will walk you through selecting qualified agents who will provide excellent service and maintain your reputation.

​
Understanding Your Client’s Needs

1

Property Requirements

Understand the specific property type, location, and characteristics your client needs
2

Service Preferences

Learn about their communication style, timeline, and service expectations
3

Special Considerations

Identify any unique requirements like accessibility, schools, or investment goals
4

Budget Parameters

Confirm their price range and financing situation

​
Agent Research Methods

​
Digital Investigation

  • Real estate websites: Zillow, Realtor.com, local MLS sites
  • Agent profiles: Review listings, sales history, client reviews
  • Social media presence: Professional activity and market engagement
  • Brokerage websites: Team information and specializations
  • Google reviews: Client feedback and reputation

​
Agent Evaluation Criteria

​
Essential Qualifications

Key Experience Factors:
  • Years active in specific market area
  • Transaction volume in relevant price range
  • Experience with similar property types
  • Knowledge of local market conditions
  • Recent sales performance
Assessment Methods:
  • Initial phone conversation quality
  • Email response time and professionalism
  • Clarity in explaining processes
  • Availability during business hours
  • Client communication preferences

​
Specialized Agent Types

Luxury Specialists

High-end properties requiring specialized marketing and service

First-Time Buyer Experts

Patient agents skilled in education and guidance

Investment Property Pros

Understanding of rental markets and investment metrics

Relocation Specialists

Experience with out-of-state buyers and corporate moves

​
Evaluating Agent Performance

​
Performance Metrics

  • Sales volume: Annual and recent transaction counts
  • Average days on market: How quickly do their listings sell?
  • List-to-sale price ratio: Negotiation effectiveness
  • Client retention: Repeat and referral business
  • Market share: Position among local competitors

​
Red Flags to Avoid

Avoid agents who:
  • Have recent license disciplinary actions
  • Are unresponsive or difficult to reach
  • Lack experience in the target market
  • Have poor online reviews or reputation
  • Seem unprofessional in communications
  • Are unwilling to discuss referral fees

​
Building Long-Term Partnerships

Begin relationships with smaller or less complex referrals to evaluate performance before sending your best clients.
  • Send periodic market updates and referral opportunities
  • Check in on transaction progress
  • Request feedback on client experience
  • Discuss market trends and opportunities
  • Negotiate fair referral fees for both parties
  • Provide well-qualified, prepared referrals
  • Offer reciprocal referral opportunities
  • Share market insights and connections
  • Track client satisfaction with each referral
  • Monitor transaction success rates
  • Assess communication and service quality
  • Document what works best with each agent

​
Referral Fee Negotiation

Market Standard: 25% is typical, but fees can range from 20-35% based on value provided and market conditions.

​
Factors Supporting Higher Fees:

  • Highly qualified, motivated clients
  • Difficult-to-find or exclusive leads
  • Multiple transaction potential
  • Strong ongoing relationship opportunity
  • Premium market segments

​
Value Proposition for Agents:

  • Eliminates marketing costs and uncertainty
  • Pre-qualified leads save time and money
  • Professional referral presentation
  • Ongoing partnership potential

​
Agent Interview Questions

  • How long have you been selling in this market?
  • What’s your average days on market vs. market average?
  • How many transactions did you close last year?
  • What designations or specializations do you have?

​
Making the Final Decision

1

Compare Options

Evaluate 2-3 qualified candidates against your criteria
2

Check References

Speak with recent clients about their experience
3

Trust Your Instincts

Consider who you’d want representing your own transaction
4

Make the Introduction

Facilitate professional introduction between agent and client

​
Resources

Submit Your Referral

Complete the referral agreement process

Commission Calculator

Estimate your referral earnings
Remember: Your reputation is built on the quality of your referrals. Take time to make the right match and maintain professional relationships for long-term success.