Hey Reader,
Agent-to-agent referrals are a bigger business than most agents consider.
Most wait for a referral to arrive.
Smart agents identify where people are moving from, build
relationships with agents in those markets, and create a consistent system for staying in front of them.
Here in Idaho, the data tells a clear story.
In 2024, more than half of the people moving into Idaho came from just three states:
Washington, California and Utah.
Washington alone sent approximately 17,800 people to Idaho, followed by California with 15,400.
See the Idaho migration data here. (might not be completely accurate however it's good enough, just use it, don't critique it *wink*)
That tells me where to concentrate my referral marketing.
But migration data is only the starting point.
A state is not a referral source.
An agent is.
The next step is identifying productive agents in those feeder markets who regularly work with the types of clients most likely to move to your area.
This week, do this:
- Search USAFacts for your state and identify the top three states sending people into your market.
- Review your past three years of closed business. Where did your relocating clients come from and where did your sellers move to and who was the referring agent?
- Build a targeted list of 25 agents in those markets.
- Create a simple plan to contact them and stay visible throughout the year.
CAUTION: Don’t send one generic email announcing that you accept referrals.
Give them a reason to remember and trust you.
→Share useful relocation information.
→Explain your market. (Do you have a Youtube channel?)
→Show them how you communicate, protect their client relationship and keep referring agents updated.
(Share your process with them for them to R&D)
Twenty-five intentional relationships will produce more opportunity than adding 500 cold contacts to another email automation.
Migration patterns show you where the opportunity is.
A referral system turns that information into business.
P.S. I'm grateful you read to the very end... so I've built you a simple process to follow. Grab it below.
Download the Agent-2-Agent ReferralSystem Buildout