Turn “Warm” Referrals Into Signed Appointments (Live Breakdown)

Josh Pono
Aug 13
4 min read

Watch the live call above, then use the exact language, timing, and ethical moves below to convert referral leads without giving away the farm.

Referrals feel like a layup—until they don’t.

In the video above, we analyze a real conversation with an agent who received two warm introductions that started to fade.

You’ll see how to keep control of the process, what to say when a seller ghosts, and how to stay ethical when another agent may already be involved.

Lead 1: Brother in Oceanside. Likely ~$750k value, owes ~200k, “working on the house,” asked for info. Agent sent comps and market charts. Lead went quiet.

Lead 2: Manager in Poway. “Working with someone” who is “lagging.” Possible active listing agreement. Agent unsure whether she could reach out.

CORE TAKEAWAYS

Referrals do NOT change your process. Treat them like any other lead. Don’t skip discovery, positioning, or the meeting ask just because a friend made the intro.
Don’t data-dump over email or text. Price opinions, marketing strategy, and positioning belong in a consultation—after you’ve seen the home and built rapport. If you give the “milk” for free, there’s little reason for the seller to meet.
Lead with benefits. Make the offer of value crystal clear: a consult that answers every question and lays out multiple strategies to net the most with the least effort on the seller’s preferred timeline.
Move from typing to talking. Use text to spark a reply, then call immediately. The goal is a real conversation and a meeting, not an extended text thread.
Stay ethical with active agreements. If a seller might be listed: ask the referrer to either (a) text you both and explicitly grant permission to connect or (b) have the seller reach out to you directly. Do not solicit if they’re actively listed without permission.
Thank the referrer, but own the conversion. Reward the behavior (small gift card or handwritten note), and don’t ask your referrer to chase their contact for you.

THE WORD-FOR-WORD SCRIPTS

Use or adapt these exactly.

Consult Offer (use on first contact or restart)

“I do a listing consultation that answers every question and gives you multiple strategies to net the most money with the least effort on your preferred timeline. When are you available to meet?”

Ghosted Lead Re-Opener (use when you already sent info)

“Quick heads up—the new numbers just came out and they change strategy from what I sent. It’s impacting how sellers go to market and what they net. When’s a good time to chat for 2 minutes?”

After They Text Back(Call immediately. If no pickup, send:)

“This is better as a conversation than a text. What’s your schedule later today? I can do 2:00 or 4:30.”

Qualifying Question (early in the call)

“Out of curiosity, what are the top three things you’re looking for in an agent?”

Active Agreement (ethical path)

“My understanding is you may have an active listing agreement. To be respectful, either have your referrer text us both that you’d like to talk, or feel free to reach out to me directly. Happy to help once we have the green light.”

Appointment Set

“Great—let’s meet so I can see the property, confirm the best strategy, and map your timeline. Does tomorrow at 2:00 or Thursday at 4:00 work better?”

FOLLOW-UP CADENCE (REFERRAL SELLER)

Day 0–

Call. If no answer, voicemail: brief value + reason to call back + two time options.– Text the “new numbers” message above.–

Email a short note confirming you have an update that affects strategy (no comps or pricing).

Day 2–

Call again. If no answer, voicemail.

Text a simple nudge: “Still good to share the update today? I have 2:00 or 4:30.”

Day 4–

Call. If no answer, send a short “close the loop” text: “If selling is still on your radar, I’ll hold time Thursday for you. Want me to save 3:30 for a quick call?”

Day 7–

One final value touch (market shift, neighborhood stat, or timing tip), then pause until a relevant trigger (new comp, rate move, reno completion).

WHEN THEY DEMAND PRICE VIA TEXT

Hold the line—politely.“I’ll give you a precise range once I’ve seen the property. Condition and finishes can swing value meaningfully. That’s why the consult exists—so you don’t leave money on the table. Want me to stop by tomorrow at 2:00 or would Thursday at 4:00 be better?”

IF THE HOME IS MID-RENO tie to timing and strategy.“When will the work be done? I’ll build two plans: a ‘list now’ option and a ‘post-reno’ option with net projections. Let’s walk the property so I can advise on what’s worth doing—and what isn’t.”

WHAT TO STOP DOING– Don’t email comps or price assumptions before meeting.– Don’t let the seller control the channel with endless texting.– Don’t put the referrer in the middle of your follow-up.

WHAT TO DO INSTEAD– Lead with a high-value consult and clear benefits.– Ask their top three priorities to anchor your value.– Use text to trigger a call; use the call to set the appointment.– Thank the referrer immediately (small gift or handwritten note).

QUICK CHECKLIST BEFORE YOU REACH OUT–

Do I have a clear benefit-forward meeting offer?

Do I know two time options to propose?

Do I have a short “new numbers” text ready?

Do I know my ethical path if they’re already listed?

Do I have a simple thank-you ready for the referrer?

HOW TO USE THIS VIDEO