Become the Go-To Agent in Your Market with This Concierge Strategy (No Cold Calls!)

Here's a question for you: Are you a real estate concierge?

What’s a concierge? If you’ve ever been to a hotel with one, they’re the people who connect you with local shows, restaurants, and experiences. They make your stay smoother and more enjoyable.

That’s exactly the approach we should be taking with our clients—and even our potential clients.

You can start the conversation like this, “Hey, as a real estate professional, I work with vendors all the time—gardeners, plumbers, electricians, carpet installers, landscapers, you name it. If you ever need anything related to real estate, call me. I can connect you with the best.”

Because I refer clients to these vendors regularly, my clients usually get the best pricing—and they move to the front of the line. It’s a win-win.

When you position yourself as the go-to person for anything home-related, you naturally start having more conversations with clients. They’ll call you and ask, “Who’s your landscaper?”

You say, “I’ve got a great guy. Do you want me to have him call you?”

Here’s the key: Don’t just hand out a name. (That’s the mistake most agents make.)

If you simply give them a contact, they might never mention your name. That weakens your connection.

Instead, insert yourself into the interaction. Say, “Do you mind if I have the landscaper call you? That way, they know the referral is coming from me and will give you extra attention.”

Then call the landscaper and say, “Hey Bobby, I’ve got a great client referral for you. Take care of them, give them the best price, and do your usual amazing work. Oh, and by the way, I’m always looking for referrals too—if you know anyone doing real estate, send them my way.”

Now you’re reinforcing that these referrals flow from you—and you’re opening the door for them to send business back to you.

This is a professional relationship. It’s okay to operate on a you scratch my back, I’ll scratch yours basis.

But let’s say you refer 10 clients to Bobby in a year—and you get nothing in return. No referrals, no shout-outs.

Are you going to keep referring Bobby?

Probably not. At some point, you’re going to look for another landscaper who does just as good a job and is willing to build a mutually beneficial relationship.

Before you switch, though, call Bobby. Say something like this:

“Hey Bobby, I think I’ve sent you about 10 referrals this year. I love doing it—you do amazing work. But I wanted to ask: do you have another REALTOR you regularly refer to? I’d love to be on your shortlist. If any of your clients, friends, or family need a real estate agent, keep me in mind. I haven’t seen anything come back from you yet, and I’d really appreciate it if you’d consider me.”

That kind of conversation is important. You’re being honest, respectful, and direct about the relationship.

If nothing changes, it’s okay to move on. That’s just business.

We’re all working within a network of professionals. And if you approach referrals this way—intentionally—you can turn your real estate business into a kind of B2B enterprise.

Start working with vendors who refer to you, and build systems around those relationships.

Referral networks can transform your business. Give it a shot.
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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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