How Do I Know If My Referral Is Ready to Be Submitted to a Referral Agent?
One of the most important decisions you make as a referral agent is when to submit a lead. Submit it too early, and you risk the referral expiring before a deal happens. Wait too long, and the client may move on without you.
So how do you know when the timing is right?
The key is knowing when your client is truly ready to take action.
For Buyers: Readiness to Engage
If you're talking with a potential buyer, you want to listen closely for signs that they’re not just interested in buying someday, but are actually ready to move forward.
Here are good signals it’s time to submit the referral:
They ask to be connected to a local agent
They want to get pre-approved for a mortgage
They’re ready to start touring homes
They’ve already started browsing listings actively
These signs show that the buyer is past the "just looking" phase and is now ready for an agent's guidance.
For Sellers: Time to Prep or List
With sellers, timing is a little different. Some might not be ready to list today, but they are starting to prepare their home for sale. That’s the window when an agent can offer tremendous value.
Submit the referral when:
The homeowner is making repairs or cosmetic updates
They're asking what improvements will help their home sell
They want advice on pricing or staging
Connecting them with an agent at this stage prevents wasted time and effort on the wrong updates — and gets the agent in place early to support the full listing process.
What If They’re Just Curious?
If someone is only thinking about buying or selling or wants a market update, it's best to wait. Submitting a referral too soon can backfire:
Your referral agreement may expire before the client is ready
The agent may not follow up consistently if the client isn’t engaged
You lose your ability to re-submit them later when the timing is better
Instead, keep the conversation going, check in periodically, and be ready to act when their situation shifts.
Why Timing Matters
Every referral submission includes a commission agreement that only lasts for a certain period. If that agreement expires before the client closes, you could miss out on the referral fee entirely.
So don’t rush to submit everyone. Wait until the buyer or seller is:
Ready to talk to an agent
Ready to take next steps
Ready to move forward in the process
That’s when your referral will have the highest chance of converting.
Final Thoughts
Being a successful referral agent is about more than just identifying potential leads. It’s about submitting those leads at the right time — when the client is ready to act and the agent can deliver real value.
At CrossView Referral Realty, we guide you on exactly how and when to submit leads for maximum success.
Want to Learn More?
Visit https://www.joincrossviewrealty.com to explore how CrossView Referral Realty helps you stay licensed, time your referrals right, and get paid for the connections you make.
Referrals work best when your clients are ready. We'll help you know when that is.
