Key takeaways
- Treat a referred buyer like a borrowed relationship: the referring agent is watching how you perform.
- Make contact within minutes, then run a structured buyer consultation before any showings.
- Get the buyer pre-approved, agree on criteria and sign a written buyer agreement as your state and brokerage require.
- Keep the referring agent updated at each milestone and celebrate the closing together.
Working with your first buyer referral comes down to fast contact, a clear buyer consultation, steady communication and a smooth path to closing. This step-by-step guide is written for new agents who just received their first buyer from a real estate referral network, another agent or their brokerage.
Step 1: Contact the buyer within five minutes
Call first, then text if they don’t pick up. Mention who referred them so they know you are expected. Keep the first call short: confirm their timeline, location and the best time for a full consultation.
Step 2: Review the referral details and agreement
Before you invest hours, confirm the referral agreement is signed by both brokers and that you understand the referral fee and how long the agreement lasts.
Step 3: Run a buyer consultation
- Why they are moving and their ideal move-in date
- Must-haves vs nice-to-haves (bedrooms, schools, commute, yard)
- Budget, down payment and monthly payment comfort
- How the home-buying process works, step by step
- How you are paid and what your written buyer agreement covers
Since the 2024 NAR settlement practice changes, many markets require a written agreement with a buyer before touring homes. Follow your state law and your broker’s policy.
Step 4: Get the buyer pre-approved
Introduce two or three trusted lenders and let the buyer choose. A pre-approval sets a realistic price range and makes offers stronger.
Step 5: Set up a search and tour homes
Create a saved MLS search, preview homes when you can and plan tours in a logical route. After each tour, ask the buyer to rank the homes so you learn what matters most.
Step 6: Write and negotiate the offer
Pull comparable sales, explain the options (price, earnest money, contingencies, closing date) and let the buyer decide. Ask your broker or a mentor to review your first contract before you submit it.
Step 7: Manage the contract to closing
| Milestone | What you do |
|---|---|
| Inspection | Schedule it, attend if possible, help negotiate repairs or credits |
| Appraisal | Track the date and prepare comps in case of a low value |
| Loan approval | Check in with the lender weekly |
| Final walk-through | Confirm repairs and condition |
| Closing | Confirm documents, funds and keys |
Step 8: Keep the referring agent in the loop
Send short updates after first contact, after the first tour, at contract and at closing. Referring agents send more business to agents who communicate. Track each update in your real estate CRM.
Step 9: Close, thank and follow up
Thank the buyer and the referring agent, ask for a review and set reminders for the 30-day, 6-month and one-year home anniversaries. Your first referred buyer is now your first past client — the start of your own referral business. For ideas, see how to get real estate referrals.
Common mistakes new agents make with referred buyers
- Waiting hours to call back
- Touring homes before a pre-approval
- Skipping the buyer consultation
- Going silent with the referring agent
- Not asking for help on the first contract
As the agent taking on the client, you also have duties to the agent who sent them. Our guide for the receiving agent in a real estate referral covers response times, updates and fee payment.
PropReferrals
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Frequently asked questions
What should a new agent do first with a buyer referral?
Contact the buyer within minutes, confirm the referral agreement and book a buyer consultation.
Does a buyer need a written agreement before touring?
In many markets, yes, following 2024 practice changes. Check your state law and your brokerage’s policy.
How often should I update the referring agent?
At least at first contact, after the first tour, at contract and at closing.
How long does it take to close a referred buyer?
It varies with the buyer’s timeline and financing, but contract to closing commonly takes about 30–45 days.
Sources: General information only, not legal, tax or financial advice.
How to work with buyers as a new agent: key takeaways
Knowing how to work with buyers as a new agent means setting expectations early, communicating often and keeping every referral agreement in writing. To stay compliant, confirm your state’s rules and review the National Association of Realtors Code of Ethics.