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The Ninja Selling Podcast

Mar 27, 2023

Value, Relationships, and Referrals

Welcome to the latest episode of the Ninja Selling podcast, where Matt and Garrett delve into the topic of whether or not it is appropriate to ask clients if they would refer you to others. Examining both the advantages and drawbacks of this approach, our hosts highlight the importance of being aware of subtle cues that reveal clients' satisfaction with your service, and note that, in the real estate industry, it is crucial to build strong relationships, providing value to potential clients over time. 

They go on to advise that the goal should be to become one of the top three recommended realtors rather than the "one" for a particular client, and that, by providing value related specifically to real estate, realtors can secure referrals from satisfied clients. Using analogies from restaurants and dating, Matt and Garrett illustrate the importance of building relationships, and also stress that having a database of 150 people can result in 300 referrals within the next 12 months. Ultimately, building strong relationships and providing value are fundamental principles for success in the real estate industry, and today our Ninja experts share their insightful guidance on how to achieve both.

More excellent insights can be yours by joining the community of almost 10,000 Ninjas who collaborate, ask and answer questions, network, and more in the Ninja Selling Podcast group on Facebook at Ninja Selling Podcast Facebook. Leave a voicemail at 208-MY-NINJA if you’d like to offer more direct feedback. Be sure to check out Ninja Selling Events for upcoming installations and other events, and if you’d like personalized help in achieving your goals, visit Ninja Coaching to connect with one of our fantastic coaches.


Episode Highlights:

  • Asking clients if they would refer you to others and its potential drawbacks 

  • Being aware of subtle cues from clients that indicate their level of satisfaction 

  • The dangers of QR codes on billboards, especially while driving

  • Avoiding conflicts of interest

  • Becoming one of the top three recommended realtors

  • Providing value related to real estate

  • Building relationships (without being creepy)

  • Restaurant and dating analogies

  • Referrals and your database



"You've got to be very careful when you ask that question because it can alienate people so fast."

"I think the best thing you can do is just provide great service, and those people will naturally refer you."

"Subtle skills are the things that we do that maybe we don't even know we're doing that are producing great results for our clients."

"It's all about creating an environment that people want to be a part of."

"Your goal should not be, can I get them to tell me that I'm the one? I do believe your goal should be is can I provide a service and a value that if someone were to refer me, they might say, ‘Matt's the one.’"

"I want to be one of the top three.”

"What are we doing to educate people over time? What are we doing to learn about them and build the relationship?"



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