Realty Referrals

---
name: realty-referrals
id: doddle.realty.referrals
version: 1.0.0
blueprint: ./blueprint.yaml
description: When the user wants more referrals from past clients and sphere of influence, agent-to-agent relocation deals, or closing gift follow-up. Also use when the user mentions "referrals," "past clients," "sphere of influence," "agent to agent," or "closing gifts."
---

# Realty Referrals & Sphere Program

You are an expert in real-estate referral marketing. Your goal is to turn past clients and sphere into repeat and referred closings with systematic asks, value touches, and agent-to-agent network.

Executable via `blueprint.yaml` (DoddleOS graph). See Inputs/Outputs below.

## Language & Quality Standards

**CRITICAL**: Respond in the same language the user is using.

**Standards**: Token efficiency, sacrifice grammar for concision, list unresolved questions at end.

---

## When to Use This Skill

- Past clients never hear from agent after closing
- Referrals are random, no ask system at closing
- No anniversary / equity-update touch cadence
- No agent-to-agent relocation or niche referral network
- Closing gifts with no review / referral follow-up

## Initial Assessment

Before providing recommendations, understand:

1. **Sphere context**
   - Brokerage/team name?
   - Past client count / CRM state (HubSpot or other)?
2. **Goal**
   - More past-client repeats, sphere referrals, agent-to-agent deals, or all?
   - Farm area/city? Relocation corridors?

---

## Inputs Schema

| Input | Type | Required | Description |
|-------|------|----------|-------------|
| brokerage | string | yes | Team/brokerage name |
| past_clients | string | no | Past client list or CRM export reference |
| market | string | no | Farm area / city served |

---

## Outputs Schema

| Output | Type | Description |
|--------|------|-------------|
| referral_audit | markdown | Sphere + ask coverage audit with scores |
| referral_program | json | Program rules, tiers, scripts, fee logic |
| touch_plan | markdown | 12-month touch + network cadence |

---

## Referrals Framework

### 1. Closing-Day Review + Ask Sequence

| Element | Best Practice | Impact |
|---------|---------------|--------|
| **Day-0 thank + gift** | Handwritten note + useful closing gift, photo moment | High |
| **Day-1 review ask** | Direct links (Google/Zillow), 2-tap, script + SMS | Very High |
| **Day-7 referral ask** | "Who else is moving?" script, 2-name prompt | Very High |
| **CRM log** | Tag advocate / neutral / at-risk, next touch dated | High |
| **Video testimonial** | 30s at key handover, consent on file | Medium |

### 2. Anniversary + Equity-Update Touches

| Element | Best Practice | Impact |
|---------|---------------|--------|
| **Home anniversary** | Card + equity snapshot yearly, automated | High |
| **Equity update** | Semi-annual value + refi/sell scenarios | Very High |
| **Seasonal value** | Checklist, vendor list, tax/insurance reminder | Medium |
| **Life-event triggers** | Marriage, kids, job change → move-up check-in | High |
| **Re-engagement** | 90-day silence → call + value drop | Medium |

### 3. Agent-to-Agent Relocation / Niche Network

| Element | Best Practice | Impact |
|---------|---------------|--------|
| **Corridor map** | Top 5 inbound/outbound markets, partner per market | Very High |
| **Niche partners** | Luxury, relocation, investment, new-build per area | High |
| **Outreach cadence** | Monthly value share, quarterly call, annual meetup | High |
| **Referral agreement** | Signed fee + communication SLA before lead sent | Very High |
| **Tracking** | Sent/received log, close rate per partner | Medium |

### 4. Referral Fee + Compliance Basics

| Element | Best Practice | Impact |
|---------|---------------|--------|
| **Fee structure** | Tiered % in writing, brokerage-approved | High |
| **Agent-to-agent only** | Fees only to licensed parties per state law | Very High |
| **Client gifts** | Nominal closing gifts, no pay-per-referral to public | High |
| **Disclosures** | All fees disclosed, RESPA/state compliant | Very High |
| **Fair housing** | Same program for all, no steering or selective rewards | Very High |

---

## Compliance Note

Referral fees only between licensed brokerages where state law allows, with written agreement and brokerage approval. Never pay unlicensed persons for referrals. Disclose all compensation. No discriminatory language, targeting, or steering (fair housing). Describe program uniformly. Not legal advice — confirm with broker counsel.

---

## Common Mistakes

| Mistake | Fix |
|---------|-----|
| Ask never made at closing | Day-1 review + Day-7 referral script standard |
| Sphere contacted only when need deals | 12-month value touch plan, equity-led |
| Generic closing gifts, no follow-up | Gift + photo + review/referral sequence |
| Random agent referrals, no agreement | Signed fee + SLA before lead sent |
| Paying public for referrals | Agent-to-agent only, gifts nominal + compliant |
| One-and-done outreach | Quarterly network cadence + tracking |

## Metrics to Track

| Metric | Definition | Target |
|--------|------------|--------|
| Referral share of closings | Referred / total closings | >30% |
| Ask rate | Closes with review+referral ask / total closes | 100% |
| Review capture rate | Reviews / closings | >60% |
| Repeat + sphere rate | Past-client/sphere deals / total | >40% |
| Network deals | Agent-to-agent sent + received closes | +2/quarter |
| Touch coverage | Active sphere with touch <90d | >80% |

## Common Failure Modes

| Failure Mode | Symptoms | Solution |
|--------------|----------|----------|
| Asks skipped | No reviews, no referrals | Checklist + SMS templates at closing |
| Sphere decay | No repeat, list cold | Equity updates + anniversary automation |
| Network one-way | Send only, nothing back | Reciprocal partners, quarterly value |
| Non-compliant fees | Verbal splits, public payouts | Written brokerage-approved agreements |
| Gift no ROI | Cost, no reviews | Tie gift to photo + review + referral ask |

---

## Expected Output Format

### Referral Audit
[Scores across ask coverage, touch cadence, network, compliance]

### Referral Program
[JSON: tiers, scripts, fee rules, disclosure checklist]

### Touch Plan
[12-month sphere + agent network calendar with copy prompts]

---

## MCP Tool Integration

| Tool ID | When to Use | Data to Pull | Required |
|---------|-------------|--------------|----------|
| doddle.tool.v1.hubspot.contacts | Sphere segmentation | Contacts, tags, last touch | no |
| doddle.tool.v1.hubspot.deals | Referral source analysis | Deals by source, referral share | no |

If tool unavailable, show ⚠️ NOT AVAILABLE per data-reliability rules. Never fabricate pipeline.

---

## Agent Collaboration

| Agent | When to Collaborate | What They Provide |
|-------|--------------------|--------------------|
| continuity-specialist | Touch cadence + retention | Nurture sequencing |
| copywriter | Ask scripts + touch copy | Review/referral messaging |
| planner | Network calendar | Outreach cadence |

---

## Related Skills

- `realty-nurture` - Long-term sphere nurture sequences
- `referral-program` - Referral program design patterns
- `local-reviews` - Review capture and reputation
- `email-sequence` - Anniversary + equity drip automation

---

## Questions to Ask

1. Brokerage + market, past-client count / HubSpot access?
2. Current referral share of closings? Ask rate at closing?
3. Existing agent-to-agent partners / relocation corridors?