Key takeaways
- New agents rarely have past clients yet: in NAR’s 2026 Member Profile, REALTORS® with two years or less experience had a median of 2 transaction sides and got none of their business from repeat clients or past-client referrals.
- Referrals from other agents, mentors and a real estate referral network can fill that gap while you build your own sphere.
- Referral clients come with a referral fee (often around 25%), but no up-front lead cost.
- Speed, follow-up and great service turn your first referrals into the past-client base that feeds future business.
The quickest route to your first clients as a new real estate agent is borrowed trust: referrals from other agents, mentors, your brokerage and a real estate referral network. This guide explains why referrals matter so much in your first two years, where new agents can get them, and how to turn each one into a closing.
Why referrals matter more for new agents
Most experienced agents live on repeat and referral business. New agents don’t have that base yet. NAR’s 2026 Member Profile found that REALTORS® with two years or less experience had a median gross income of about $8,000 in 2025 and a median of just 2 transaction sides — and a median of 0% of their business came from repeat clients or past-client referrals.
The first year is also when cash runs tight. Agents interviewed by Inman in 2026 described monthly costs of $2,000–$5,000 before the first commission, and six to nine months to a first deal. Data from Relitix cited in the same report showed about 49% of agents whose first closing was in 2022 closed no deals in 2023. A dependable source of ready clients is often the difference between staying in the business and leaving it.
Where new agents can get real estate referrals
1. A real estate referral network
A real estate referral network sends pre-screened buyers and sellers in the areas you choose. You pay a referral fee only when the deal closes, so there is no up-front lead spend while you are still learning.
2. Agents in other markets
Agents elsewhere regularly have clients moving to your city. Introduce yourself in agent groups, at conferences and through your brokerage’s network. Our guide to agent-to-agent referrals covers how to set this up.
3. Top producers with overflow
Busy agents often have more leads than they can serve, such as lower-priced buyers, rentals or far-away areas. Offer to take those clients for a referral split and do an excellent job.
4. Your brokerage and team
Ask about floor time, office leads and team opportunities. Inman’s 2026 reporting describes new agents getting five to seven deals a year from a weekly office shift covering weekend leads.
5. Your personal sphere
Friends, family, former coworkers and community groups won’t all buy this year, but they know people who will. Tell them clearly what you do and how they can help.
How to make the most of every referral
- Respond within five minutes. A referred client is warm, but they won’t wait long.
- Update the referring agent. Send a quick status note after first contact, after showings and at contract.
- Log everything in a CRM. A CRM built for new agents keeps follow-ups from slipping.
- Get the agreement in writing first. Know the fee, the duration and how payment is made. See our real estate referral agreement guide.
- Turn the client into your first past client. Ask for a review and stay in touch after closing so they refer you next time.
Is paying a referral fee worth it as a new agent?
For most new agents, yes. Giving up around 25% of a commission on a deal you would not otherwise have is far better than 100% of nothing. It also gives you real transaction experience faster. As your sphere grows, you can rely more on your own leads and less on paid referrals. For the numbers behind this, read how much new real estate agents make.
A 30-day referral plan for new agents
| Week | Focus |
|---|---|
| Week 1 | Join a referral network, set your target zip codes and set up your CRM |
| Week 2 | Contact 50 people in your sphere and 10 out-of-area agents |
| Week 3 | Ask two top producers about overflow leads; sign up for office floor time |
| Week 4 | Review response times, follow up every open lead and send thank-you notes |
PropReferrals
Get your first referral clients
PropReferrals sends AI/ISA-verified buyers and sellers in the zip codes you choose — a practical start for new agents.
Frequently asked questions
How do new real estate agents get referrals?
From referral networks, agents in other markets, top producers with overflow leads, their brokerage and their personal sphere.
Do new agents get referral business?
Not much at first. NAR’s 2026 Member Profile shows agents with two years or less experience had a median of 0% of business from past-client referrals, which is why outside referral sources help.
How much do new agents pay for referrals?
Typically a referral fee of about 20–35% of the commission, paid broker to broker after closing.
Can a new agent join a real estate referral network?
Yes. Most networks accept licensed agents at any experience level, and some offer trial plans for new agents.
Sources: NAR 2026 Member Profile (2025 data); Inman, “New agents say how they’re surviving” (May 2026); REALTOR® Magazine, “How to get more referrals from agents.” General information only, not legal, tax or financial advice.
Real estate referrals for new agents: key takeaways
Real estate referrals for new agents start with a clear message, a simple follow-up system and a network that sends vetted clients. Before you accept your first referral fee, check your state’s rules and review the National Association of Realtors Code of Ethics.