It's one of the most high-stakes moments in our business.
A past client, someone you have a great relationship with, calls you and says, "We're moving to Austin. Do you know anyone there?"
Your heart sinks a little. You're losing a client you love, but you're also being given a huge responsibility. They're not just asking for a name; they're asking you to put their future in someone else's hands. You are their trusted real estate advisor, and that trust extends beyond your zip code.
Get this right, and you solidify your relationship with your client for life (and earn a 25% referral fee). Get it wrong, and you risk damaging your reputation. No pressure, right?
Handling an out-of-state referral doesn't have to be stressful. It just requires a process. Here's a step-by-step guide to ensuring a perfect handoff, every time.
Step 1: The Preparation Conversation with Your Client
Before you even start looking for an agent, you need to have a deep conversation with your client. Your job is to be a consultant and prepare them for the journey ahead.
- Manage Expectations: Talk to them about their new market. Is it more or less competitive than yours? Are the customs different? (e.g., attorney-review states, due diligence fees).
- Gather Key Information: Get a clear picture of their budget, timeline, and non-negotiables. The more information you can provide to the receiving agent, the better.
- Explain the Referral Process: Let them know that you will be vetting a few top agents on their behalf and will connect them with the best fit. Reassure them that you will stay involved as a resource and advocate throughout the process.
Step 2: Finding and Vetting the Right Agent
This is the most critical step. A quick Google search or a post in a random Facebook group is not enough. You are looking for a professional, not just a name. For a detailed framework on vetting agents, check out our guide on the 7 questions every referring agent should ask.
- Start with a Trusted Network: The best place to start is a curated referral platform like GiveReferrals. These networks have already done the initial vetting for you, ensuring that every agent on the platform is a top performer with a proven track record.
- Review Their Online Presence: Once you have a few candidates, do your own due diligence. Look at their Zillow profile, their social media, and their website. Do they present themselves professionally? Do their client reviews reflect the kind of service you want for your client?
- Schedule a Call: Never send a referral blind. Schedule a quick 5-10 minute call with the agent. This is your interview. Ask them about their communication style, their experience in the specific neighborhoods your client is interested in, and how they handle incoming referrals.
Step 3: The Introduction and Handoff
Once you've chosen the right agent, it's time to make the connection. The goal here is to facilitate a warm, seamless introduction that positions both you and the receiving agent as a unified team.
- The Three-Way Email: The best way to do this is with a three-way email introduction. Briefly introduce both parties, highlight why you chose this specific agent, and set the stage for their first conversation.
- Provide a Clean Summary: In the email, provide a concise summary of your client's needs (timeline, budget, key priorities). This shows the receiving agent that you are organized and professional.
- Formalize the Agreement: Don't leave the referral fee to a handshake. Use your brokerage's referral agreement or a platform like GiveReferrals that has automated agreements built-in. This protects you and ensures you get paid. Learn more about how referral fees work.
Step 4: The Follow-Up
Your job isn't done once the introduction is made. A professional stays involved.
- Check in with Your Client: A week after the introduction, check in with your client. How was their first conversation with the new agent? Do they feel like it's a good fit?
- Check in with the Agent: Check in with the receiving agent periodically for updates. A good partner will be proactive about this, but it's always wise to maintain an open line of communication.
Sending an out-of-state referral is a reflection of your own professionalism. By taking the time to do it right, you not only serve your client at the highest level, but you also build a powerful, nationwide network of agents who will be eager to send business back to you.
Give Referrals makes the out-of-state referral process simple and secure. Our platform is a curated network of top-performing, vetted agents, with automated referral agreements and tracking to give you peace of mind.
