referrals

The 60-deal-a-year referral-based blueprint anyone can implement

Jimmy Burgess outlines how this Virginia historic homes specialist blends community service with a personal touch to generate exceptional return on her marketing investment.

If you’re wondering what it takes to build a real estate business that not only sustains, but also grows and thrives year after year, look no further than Olyvia Salyer. Serving the historic and coastal communities of Virginia, Salyer has built a referral-based real estate business of more than 60 transactions annually, all while keeping her heart anchored in community and relationships.

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A Step-by-Step Guide to Build Repeat Business and Referrals

As a new real estate professional who is a REALTOR®, you’re stepping into a competitive world where success goes beyond closing a deal—it’s about earning trust that brings clients back and inspires them to refer you. The numbers tell the story. In 2023, the National Association of REALTORS® reported that 20% of an agent’s business comes from repeat clients and 21% from referrals. That’s a powerful opportunity for young professionals like you to build a thriving career.

To turn that opportunity into results, I recommend focusing on three key areas that drive lasting relationships. Here’s what I’ve learned and what I encourage you to put into practice.

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Your next referral source is already in your phone

The best lead generation comes from genuinely valuing and nurturing the relationships you already have and keeping in touch with your network.

When people think of networking, they often picture shaking hands at events, exchanging business cards or connecting with strangers on LinkedIn. That’s important, but here’s a secret many overlook: The most powerful networking happens not with new contacts, but with the ones you already have.

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