Your first referrals come from people who already know you or your work, and from businesses whose customers need what you do next. By the end of this lesson you’ll have a list of ten names, three outreach messages you can adapt, a price sheet for a property manager, and a follow-up routine. No referral program needed to start.
Who can send you work
| Who | Why they might refer you | Watch out for |
|---|---|---|
| Past customers from your own side work | They’ve seen your work firsthand | |
| Former coworkers and bosses | They know your skills | Check any non-compete or non-solicitation agreement you signed before contacting your old employer’s customers |
| Other trades | Their customers ask them about work they don’t do | |
| Your suppliers | Customers at the counter may ask them for a name | |
| Property managers and landlords | They need reliable people for repeat work | They’ll usually ask for proof of insurance and a W-9 |
| Real estate agents and home inspectors | Their clients need work done before or after a sale | |
| Neighbors of your jobs | They’ve watched your truck and your cleanup | |
| Friends, family and community groups | They’ll mention you if they know exactly what you do |
Businesses that pair well with your trade
Look for businesses that serve the same customers right before or after you:
| Your trade | Businesses whose customers often need you next |
|---|---|
| Plumbing | Remodelers, kitchen and bath showrooms, home inspectors, property managers, water treatment dealers |
| HVAC | Electricians, home inspectors, property managers, remodelers, insulation and window installers |
| Electrical | Remodelers, solar and EV charger dealers, HVAC contractors, home inspectors, property managers |
| Painting | General contractors, drywall and flooring installers, property managers, real estate agents |
| Landscaping | Fencing and deck builders, pool companies, irrigation installers, HOA managers |
| Cleaning | Property managers, real estate agents, short-term rental hosts, remodelers |
Pick three you can reach this month.
Build your list of ten
Write ten names before you write a single message. One row each:
| Name | How you know them | Why they’d refer you | Message sent | Follow-up date | Result |
|---|---|---|---|---|---|
Start with the people who’ve seen your work: they’re the easiest yes.
What to say: three messages
Every message does three things: says what you do in one sentence (your offer), says exactly what kind of job you want, and makes it easy to pass your name on.
To someone you know:
“Hi Dave, quick news: I’ve started my own plumbing business, focused on drain and water heater service for homeowners around [area]. If you hear of anyone who needs a plumber, I’d really appreciate it if you passed my number on. Here’s my card with the details. Thanks!”
To a business that pairs with yours:
“Hi, I’m Ana, a licensed electrician who just started my own business in [area]. Your customers who add a kitchen or a hot tub often need a panel or circuit upgrade. I’d be glad to be the electrician you recommend: I give a written price before I start and work around other trades’ schedules. Could I drop off a few cards? And I’ll send customers who need a remodeler your way.”
To a property manager:
“Hi, I’m Ana, a local handyman. I do turnover repairs between tenants: patching, touch-up paint, fixtures and doors, so a unit is ready to show. Could I send you a fixed price for a typical one-bedroom turnover, along with my certificate of insurance and W-9, so you have it on file for the next one?”
The last one offers something ready to use: a price for the job they buy most often, plus the paperwork they’ll ask for. That’s easier to say yes to than “let me know if you need anything.”
The price sheet for a property manager
One page, so the manager can approve work without calling you. Example prices; work out your own with how to price your first job.
| Item | Included | Price |
|---|---|---|
| One-bedroom turnover, standard | Up to 10 nail-hole and small drywall patches, touch-up paint on walls (manager supplies paint), replace up to 4 outlet and switch covers, adjust doors, check faucets and toilets for leaks | $480 |
| Each extra small patch | Patch, sand and touch-up | $25 |
| Fixture replacement | Labor per light fixture, faucet or door handle; parts at cost | $65 |
| Not included | Flooring, appliances, full repaints, work that needs a permit | Priced separately |
Turnaround: started within 3 business days of the keys, finished in 1–2 days. Photos: before and after, sent with the invoice. Payment: due within 15 days.
Only promise the turnaround you can keep.
Make referring you easy
- One sentence about what you do, the same on your card, your messages and your Google profile.
- What you don’t do, so they don’t send you jobs you’ll turn down.
- One link or number to pass on, not three.
- Cards to hand out, or a digital card they can forward.
Follow up and say thank you
- Follow up once if there’s no reply after a week, then let it rest.
- Thank every referral within a day, whether or not the job happens.
- Tell them how it went: “I finished the Smiths’ water heater yesterday, thanks again for sending them.”
- Send work back when you can. Referrals that go both ways keep the relationship going.
Rewards: if you want to pay a referral fee or give a gift, check two things first: whether your licensing board allows it for your trade, and whether the other person is allowed to accept it. Real estate agents, inspectors and property managers often have their own licensing or employer rules on payments, so ask them directly. Ask your accountant how to record it. Don’t offer anything in exchange for a Google review: Google doesn’t allow incentives for reviews (the rules on reviews). When you’re ready for a formal program, see building a referral program for home service contractors.
Use every job to get the next one
- Neighbors: when you start a job, hand a short note to the neighbors or leave it at their door, saying you’ll be working next door, with your card. Never put it in a mailbox: federal law (18 U.S.C. § 1725) prohibits putting circulars and other mail without postage in a mailbox. Check with your customer first, and follow any HOA or local rules on flyers.
- Ask at the walkthrough: “If you know anyone who needs similar work, I’d appreciate it if you passed my name on.”
- Track where each inquiry came from, so you know which relationships are working.
Your next action
This week:
- Write your list of ten names with the table above.
- Adapt one of the three messages and send it to the first three people on the list.
- Pick three businesses that pair with your trade and find the right person at each.
- If property managers are on your list, fill in the price sheet.
- Put a follow-up date next to every message you send.
FAQ
How do I get referrals with no past customers?
Start with people who’ve seen your work some other way: former coworkers and bosses, other trades you’ve worked next to, and your suppliers. Before you contact customers from your old job, check any agreement you signed with your former employer. Tell each person exactly what jobs you want.
Should I start a referral program?
You don’t need one to get your first referrals: a short list, a clear message and a thank-you habit are enough to start. If you add rewards later, check your licensing board’s rules and the other person’s, and talk to your accountant.
How do I ask a business to refer me without being pushy?
Offer something useful to them: a price on file for the job they buy most, flexibility around their schedule, or referrals back to them. Ask once, follow up once, and leave your card.
Know which referrals work in MotionOps
MotionOps is field service software for contractors. Lead Source Tracking shows where each inquiry came from, so you can see which people and partners send you work, and Digital Business Cards make it easy for them to pass your details on.
See all features or compare plans. When you’re ready for your first jobs, book a MotionOps demo.
Contractor Starter Hub: Get Your First Customers, lesson 4 of 5
- Previous lesson: How New Contractors Build Trust Before They Have Many Reviews
- Next lesson: Marketing for Contractors: Your First 30-Day Plan
- All five lessons: Get Your First Customers
