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Ask the Expert Recap: Growing Your Referral Business

Todd Tramonte talks about how to create a steady stream of referrals by focusing on relationships, value, and trust with insights.


Referrals don’t happen by accident—they happen by design.

In this month’s Ask the Expert session, Real Geeks veteran Todd Tramonte joined the training team to share his proven framework for building a referral-first business. Todd’s Dallas-based brokerage consistently generates over 50% of its business from repeat and referral clients, and he’s passionate about helping agents turn happy clients into lifelong advocates.

From avoiding “commission breath” to training clients how to refer you naturally, this session outlined how agents at any level can build relationships that keep producing results year after year.

👉 Join us for our next live session or explore upcoming events: www.realgeeks.com/events

Table of Contents

Key Takeaways from the Session

  • Referrals start with relationships. Be valuable first; business follows.

  • Stop chasing and start serving. People refer professionals who help, not those who beg.

  • Tell better stories. Showcase your clients’ wins so others want to be your next success story.

  • Train your clients to refer you. Most people want to help—you just need to show them how.

  • Consistency beats intensity. Build trust over time with genuine touchpoints, not one-off asks.

💡 Pro Tip

“If you serve well enough, you couldn’t stop getting referrals if you tried.” — Todd Tramonte

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Common Referral Barriers (and How to Beat Them)

Barrier What It Looks Like How to Beat It
Commission Breath Leads sense you’re desperate to close. Focus on their goals, not yours. Speak to their desired outcomes, not your commission.
Fear of Annoying People You avoid follow-ups or referral asks. Remember: selling is serving. If you’re solving problems, you’re not annoying anyone.
Lack of Value Up Front Asking before earning trust. Lead with education—send a property analysis, tax-protest tip, or vendor list before you ask.
One-Way Relationships Always asking, never giving. Be a giver. Send your clients referrals too—it opens the door for reciprocity.
No Clear Referral Process Clients don’t know how to introduce you. Teach them: “Next time someone mentions real estate, call me and hand them your phone.”

💡 Pro Tip

Todd calls this the “call-and-hand” method—simple, human, and effective.

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How to Build a Referral-Driven System

  1. Lead with Value, Not Pitches
    Offer helpful insights like property tax protests, remodel assessments, or local market updates. Build goodwill before you ever mention business.

  2. Give Referrals to Get Referrals
    Connect your clients and vendors with each other. When you send business out, it almost always finds its way back.

  3. Tell “Client Hero” Stories
    Make your client the hero in every success story. Share how they achieved an amazing outcome—with your help in the background.

  4. Use the “No Freaking Way” Story
    Share unbelievable-but-true results (like same-day buy/sell closings). These grab attention and get shared widely.

  5. Be a Contrarian Guide
    Don’t echo headlines. Offer thoughtful, uncommon insight. Clients remember agents who make them think differently.

  6. Stay Visible Everywhere
    Communicate one-to-one and one-to-many: text, email, video, social, newsletters, and client events.

  7. Reward the Activity, Not Just the Result
    When someone introduces you—even before a deal closes—thank and celebrate them publicly and privately.

  8. Integrate with Real Geeks
    Use your Real Geeks agent page or vanity domain for easy sharing (like jedavis.com). Track who’s visiting through contact forms and follow-ups.

💡 Pro Tip

Always be the primary source of real-estate information for your sphere. Don’t let Zillow or the news out-educate you.

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Real Examples from Agents

  • Todd T. trained his clients to introduce him by phone: “Call me and hand the phone to your friend.” That simple step built a referral engine that now runs on autopilot.

  • Angela P. adds birthdays, house-iversaries, and life events to her CRM so she can text personal check-ins that spark natural conversations.

  • Michael R. uses posts like “I have buyers looking in [City] for $400–$800 k homes—know anyone thinking of selling?” to generate listing referrals through social media.

💡 Pro Tip

Post specific, real stories, like square footage ranges or neighborhoods, to make your updates believable and share-worthy.

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FAQs

How do I ask for referrals without sounding needy?
Use value-driven language: “If you know someone who wants to buy or sell, I’d love to help them make a smart move.” Keep it focused on helping, not closing.

How often should I reach out to my past clients?
At least quarterly. Rotate between value touches (market updates, invites, birthdays) and personal check-ins.

What should I post on social media to get referrals?
Share “client hero” stories, behind-the-scenes moments, and local expertise. Include a clear call to action: “Message me if you know someone ready to move.”

How do I celebrate clients who refer me?
Send a handwritten thank-you, feature them in your newsletter, or drop off a small personalized gift. Recognition matters more than the reward.

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Need More Help?

If you have questions or want to learn more, we’re here for you:

📞 Call us at 844-311-4969 (Mon–Fri, 8 AM–8 PM CST)
📧 Email support@realgeeks.com
🎓 Explore Real Geeks University (RGU): learn.realgeeks.com
💬 Join the Real Geeks Mastermind Community on Facebook to share scripts and referral strategies.

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