Their Agent Quit. Now They Need You.

GROW WITH LIBERTAS & EXP REALTY

Somewhere in your market, a homeowner is about to pick up the phone to list their house. They're going to call the agent who sold it to them. That agent quit two years ago.

Now multiply that by 162,000. There are about that many fewer Realtors today than in 2022, and NAR is budgeting for the number to keep falling. Every one of those agents left behind past clients who still own homes and still plan to move, and nobody is checking in on them.

Because agents are leaving faster than their clients are moving. NAR membership is down roughly 162,000 from 2022. The median Realtor is 57, and a quarter aren't sure they'll still be active in two years.

That matters because seasoned agents run on relationships. According to NAR, agents with 16 or more years of experience get 81% of their business from repeat clients and referrals. When one of them leaves, that business doesn't retire with them. It goes to whoever shows up first.

The best book of business in your market may belong to an agent who's still closing a lot of deals, has been at it 20 years or more, and has no team or family member to hand it to. Most of them don't have an exit plan yet.

Build your list:

Take them to coffee to learn, not to pitch. Ask how they built their business and what they want the next five or ten years to look like. Then ask the question almost nobody asks them.

Make yourself useful now. Handle their overflow or the price ranges they'd rather not work, on referral. Cover their showings when they travel. Let them introduce you to clients in person over time, so the handoff feels like a recommendation.

Put it in writing as a broker-to-broker referral agreement covering business that closes over a set number of years. In most states, referral fees can only be paid to someone with an active license, so a retiring agent may need to keep theirs active, often with a referral-only company. Check your state's rules with your broker.

Everybody knows a dabbler: someone who got their license, did a deal or two for friends, and now squeezes real estate in around a full-time job. More than a quarter of Realtors have another source of income.

They still have a center of influence. Their coworkers, church, kids' sports teams and family know them as "the one who does real estate."

Treat them with respect. Stepping back from a commission-only career isn't failure, and how you talk to them decides whether they ever send you anyone.

The agents are aging, and so are their clients. A record 340,000 homes changed hands through inheritance in a single year. Those moves are often downsizes, assisted-living moves or estates, and the heirs usually live out of town with no agent. Learn those conversations now, and get to know a few estate attorneys and senior move managers.

The gap between new and seasoned agents isn't talent. It's a database that remembers them. NAR data shows agents with 16 or more years earn a median of $88,500, compared with $59,200 for all Realtors. Call everyone in your database this quarter, and treat every orphaned or referred client like your own past client, because now they are.

For brokers: Give senior agents a path to retire that keeps their database in your office, pair them with newer agents while introductions can still happen in person, and offer dabblers a referral-only option inside your company.

What is an orphaned real estate client?
A homeowner whose original agent has left the business, so nobody is staying in touch with them.

How many Realtors have left the business?
NAR has about 162,000 fewer members than in 2022.

Can a retired agent still earn referral fees?
Often, but in most states referral fees can only go to an active licensee, so retiring agents may keep their license active with a referral-only company. Rules vary by state.

How much of a seasoned agent's business is repeat and referral?
About 81% for agents with 16 or more years of experience, according to NAR.

Listen to the full conversation on Real Estate Coaching Radio: https://podcasts.apple.com/us/podcast/real-estate-referrals-how-to-win-clients-from-agents/id849772346?i=1000791448907

Tim and Julie Harris are America's most recognized real estate coaches, bestselling authors, and the voices behind Real Estate Coaching Radio, the nation's #1 daily podcast for real estate professionals. With decades of hands-on experience and a track record of helping thousands of agents achieve breakthrough success, Tim and Julie deliver real-world strategies that actually work. Whether you're looking to scale your business, sharpen your skills, or simply stay ahead of the market, their insights are your competitive edge.

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