If you’re frequently asking for recruiting referrals from your agents and other network contacts, you may find that some of your referral sources can’t think of anyone on the spot.

Your simple request:

Do you know anyone I should be talking to about joining our office?

May be met with a blank stare or a brush-off comment:

I can’t think of anyone but if someone comes to mind, I’ll let you know.

It may not be that they don’t want to help you, but many people get a little brain paralysis when they’re asked to pull information like this out of the air.

To give them some time to think, you may want to take the extra step of texting the person the next day with a follow-up request:

Hi ________, yesterday we briefly chatted about referrals. Did anyone pop into your head after we talked?  For me, it’s hard to think of names on the fly, but they come to me later!  If you thought of someone, let me know.  Thanks!

This may seem a little pushy, but agents often get busy and forget to follow-up.

It’s important to honor the relationship, but those who ask for referrals get more referrals.

One of the best things you can give your agents is a group of amazing colleagues to work alongside.

You’re helping everyone win.