If someone sends you a referral and you do a great job, the sender’s social status with the client you helped is enhanced. Conversely, if the transaction doesn’t go well, that status is diminished.

This is why it’s so important to cultivate your relationships in a way that makes people feel it’s safe to refer you. Fear of loss is a much greater motivator than opportunity to gain. If there’s any reason to doubt your performance, people would rather not risk their reputation.

Learn the referral secrets of top producers in this article from the January/February issue of Texas REALTOR® magazine.