3 Simple Strategies to Turn Every Closing into Extra Deals!

What if your next transaction is embedded in your current transactions? This is such an easy concept but often overlooked by many agents. Every escrow you have is a pathway to more escrows. Let me share three key strategies to help you leverage this opportunity.

First, introduce every single person you're in escrow with to your VIP program. You might say, "I don’t have a VIP program." Well, you need to start one. A VIP program simply means telling your clients:

"Now that you’re my client and we're closing this transaction, I’d like to invite you to my VIP club. Here’s how it works: If you hear someone thinking about doing real estate business and refer them to me—even if they don’t close—that act alone makes you a VIP. As part of the VIP club, you’ll get access to special events throughout the year, quarterly prizes, and a grand prize at the end of the year. Plus, for every referral you send, you’ll receive a small gift from me."

Your VIP program can look however you like, but the key is to reward referrals. When you reward referrals, you increase the likelihood of receiving one by 24%. This is a huge opportunity, so make sure you prioritize it.

Second, ask for generosity. Most agents aren’t asking for referrals, and as a result, they’re not receiving them. You need to start asking in a way that feels authentic and organic.

For example, you could say:

"I love working with nice people, and you’ve been so great to work with. I’d love to meet more of your friends. If you know anyone thinking about buying or selling real estate in the next year—or even down the road—send them my way. My business thrives on word of mouth, and I’d really appreciate your referral."

Does that sound cringey? Hopefully not! You can adjust the wording to feel comfortable, but the important thing is to say it. If you don’t, once the transaction closes, your clients will shift their focus entirely to their new home. They won’t think about referring you unless you’ve planted the idea in their mind.

You need to activate their brain’s pattern recognition system. When they hear someone talking about buying or selling real estate, you want them to think, “Oh, Jim mentioned referring people to him—I should connect them.”

Third, give a personalized, wow-level gift at closing. This is a massively missed opportunity for many agents. Too often, agents rely on impersonal gift cards, which lack the impact needed to be memorable.

Your closing gift should make a lasting impression. It’s not the first impression but the last impression that people remember most. A thoughtful, personalized gift will ensure you stand out.

For example, consider something unique to their interests or related to their new home. Make it a "wow" moment they’ll talk about. Then, when they send referrals your way, follow up with another personalized gift as a thank-you.

Set a goal for yourself: For every closing this year, aim to translate it into two or three more. This approach will create exponential growth in your transactions. It’s easier than you think—it just requires intention.

By implementing these three strategies—a VIP program, asking for referrals, and giving personalized gifts—you’ll turn every transaction into an opportunity for more.

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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

When you work with Jim there is no "team" of coaches - you are being trained by Jim and tapping his knowledge and experience.

When your office or team joins our brokerage coaching platform, every agent at your firm will tap into our training and coaching resources.

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