In your profession, you meet property owners every week who, even though it may have nothing to do with your work, mention plans to sell a property: an upcoming move, an inheritance to settle, or a home that has become too large or too small.
What you may not realise is that this information has value, and there is a simple and legal framework for turning it into additional income through the role of a property referrer.
This article explains what a property referrer is, how the commission they receive works, and how to refer a contact to a network such as Optimhome. You will also discover the professional and ethical rules that apply depending on your profession, along with practical examples to help you make the most of these opportunities.
In summary
- Tradespeople, notaries, retailers and other local professionals are ideally placed to hear about plans to sell a property before an estate agency or real estate advisor does.
- The role of a property referrer (or business introducer) allows you to pass on a qualified contact without requiring a professional real estate licence, unlike working as an independent real estate advisor.
- Payment is success-based: no commission is due if the sale is not completed. It generally corresponds to a percentage of the commission received by the Optimhome advisor.
- Referring a contact to the Optimhome network involves just a few simple steps, with no commitment or complicated formalities on your part.
- Certain professions, particularly notaries, must comply with specific professional and ethical rules before accepting this type of remuneration.
- Many everyday situations—a building project, inheritance or change in a client's circumstances—provide a natural opportunity to suggest such a referral.
Why You So Often Meet Property Owners Planning to Sell
Your work puts you in direct contact with property owners, often in a relationship of trust where they naturally share information about their personal lives and future plans.
This is precisely what makes you well placed to identify a potential property sale before it is officially put on the market.
The Case of Tradespeople
When you visit a private home to renovate a roof, refurbish a bathroom or inspect a heating system, the conversation often turns to the property's future:
"We don't know whether it's worth doing all this work, as we're thinking about selling in a year or two."
This is the kind of comment many tradespeople hear regularly.
You are also often among the first people to see the actual condition of a property, giving you a practical understanding of its potential value and appeal on the market.
The Case of Retailers, Notaries and Other Local Professionals
Retailers who regularly see the same customers often get to know about their lives: a regular customer may mention a divorce, retirement and a move to another region, or the management of a family inheritance.
Notaries, meanwhile, are often informed early on about an inheritance or gift that will require a property to be sold, sometimes several months before the heirs have contacted an estate agency.
Accountants, insurance brokers, real estate agents working in a neighbouring area, or even local hairdressers and bakers may also hear this type of information through their day-to-day interactions.
What Is a Property Referrer? Definition and Difference from a Real Estate Advisor
The Property Referrer, or Business Introducer
A property referrer, sometimes referred to as a business introducer, is someone who puts a property owner planning to sell in contact with a real estate professional—in this case, an advisor from the Optimhome network.
Their role ends with the introduction: they do not negotiate the mandate, conduct property viewings with buyers or draft any contractual documents relating to the sale.
It is precisely this limitation that makes the role accessible to a wide range of professions, without requiring real estate to be their main occupation.
The principle of a property referral commission is based on an occasional business introduction: you provide information—the contact details of a property owner, with their consent—and if this introduction ultimately results in a sale, you receive payment.
The mechanism is similar to a recommendation between private individuals, but in a formalised and ongoing framework that can be repeated whenever you meet relevant contacts.
What Distinguishes a Property Referrer from an Independent Real Estate Advisor?
An independent real estate advisor working within a network such as Optimhome is a fully fledged real estate professional.
They must hold a professional licence—or operate under a licence holder through the appropriate authorisation—in accordance with the French Hoguet Law, complete mandatory continuing professional training and comply with the rules governing property transactions, including drafting mandates, negotiating and supporting clients through to signing with the notary.
A property referrer, by contrast, does not require a professional licence or any specific status as long as their activity is limited to occasional, non-regular business introductions.
You remain a tradesperson, notary or retailer, your main occupation does not change, and at no point do you carry out regulated real estate intermediary activities.
It is this legal distinction that allows professionals outside the property sector to be legally paid for simply making an introduction.
How Success-Based Commission Works
Payment for a property referrer is entirely success-based, meaning that no payment is due if the property owner referred to Optimhome ultimately does not sign a mandate or if the property is not sold.
This is important: you take no financial risk and have nothing to pay upfront.
In practical terms, when the sale is completed, the Optimhome advisor receives an agency commission, generally included in the sale price and paid through the notary when the final deed of sale is signed.
A portion of this commission, based on a percentage agreed in advance, is then paid to you as the referrer.
The exact terms—the percentage and when payment is made—are agreed with the Optimhome advisor you contact and may vary according to local arrangements. As an example, it is not uncommon for this type of agreement to represent several hundred euros for a standard property sale, although no amount can be guaranteed in advance.
The key point is that the property referral commission is based on sharing the success of the transaction, rather than charging for your time or access to your network of contacts.
How Does a Referral to the Optimhome Network Work in Practice?
Step 1: Identify a Contact with a Genuine Project, Not Just a Possibility
The first step is to identify a property owner whose plans to sell are sufficiently advanced to make the referral useful: an approximate timeframe, a clear reason for selling—inheritance, relocation or a change in family circumstances—and, above all, the person's agreement to be put in contact with a professional.
The aim is not to cold-call or prospect anyone, but simply to pay attention to the signals people naturally give you during your conversations.
Step 2: Obtain the Property Owner's Explicit Consent
Before sharing any contact details, always ask for the person's permission.
This is both good business practice and a requirement under personal data protection regulations.
At this stage, you can simply say:
"I know a reliable real estate advisor in the area. Would you like me to put you in touch?"
Step 3: Find the Right Optimhome Contact
You can then find a local Optimhome advisor to refer your contact to by searching for the professional who covers the geographical area where the property is located.
With more than 1,800 independent advisors throughout France, there is almost always a local contact available, making communication and follow-up much easier.
Step 4: Facilitate the Initial Contact and, If Necessary, Demonstrate the Benefits
To reassure a property owner who is still hesitant, you can suggest an online property valuation, giving them an initial idea of their property's value within a few minutes and with no commitment.
This type of practical, free and quick service is often enough to encourage a property owner who has not yet taken the first step to move forward.
You can also show them Optimhome advisors' property listings as an example, so they can see the types of properties being sold in their area and how professionally they are presented.
Step 5: Formalise the Referral Agreement with the Advisor
Once contact has been established, it is advisable to quickly formalise the terms of your role as a referrer with the Optimhome advisor, including the percentage and payment terms, even if this is done simply in writing—an email is sufficient in most cases.
This prevents any ambiguity when the sale is completed, which may be several months later.
Professional and Ethical Rules to Be Aware Of
For Tradespeople and Retailers
For tradespeople, retailers and most self-employed professionals, there is generally no specific restriction preventing an occasional business referral, provided that this activity remains secondary to your main profession and that the income received is properly declared.
The key point is to remain within the role of an introducer: you put the property owner in contact with the real estate advisor, but you do not intervene in the negotiation, valuation, mandate or sale itself.
For Notaries and Regulated Professions
The situation is different for notaries and certain regulated professions, which are subject to specific professional and ethical rules.
Before accepting any payment for a referral, it is essential to check that this type of remuneration is compatible with the rules governing your profession.
The same precaution applies to any profession subject to specific rules regarding conflicts of interest, independence or the receipt of commissions.
Examples of Situations Where You Can Make a Referral
Many everyday situations can naturally lead to a property referral.
A tradesperson may be carrying out work for a homeowner who explains that they are preparing the property for sale.
A retailer may hear that a regular customer is planning to move after retirement.
A professional involved in an inheritance may become aware that the heirs are considering selling a family property.
Similarly, an insurance broker or accountant may hear about a client's plans to relocate, restructure their assets or sell an investment property.
In all these situations, the approach remains the same: do not turn the conversation into a sales pitch. Simply offer to put the person in touch with a trusted real estate professional if they are interested.
Why Become a Property Referrer?
The main advantage is the ability to generate additional income from contacts you already encounter through your professional activity, without changing jobs or becoming a real estate professional yourself.
You do not have to prospect, organise viewings, negotiate with buyers or manage the administrative aspects of the transaction.
Your role is limited to making the introduction, while the Optimhome advisor takes over the property project.
This also allows you to provide an additional service to your clients by directing them towards a local professional when they need support with a property sale.
Work with an Optimhome Real Estate Advisor
If you regularly meet property owners who are considering selling, becoming a property referrer can be a simple way to make use of your professional network while providing an additional service to your contacts.
Start by contacting a local Optimhome real estate advisor to discuss how referrals work and agree on the terms in advance.
The advisor can then handle the property valuation, sales mandate, marketing, viewings, negotiations and support through to completion of the sale.
For property owners who are still at an early stage of their project, an online property valuation can also provide an initial indication of their property's value before they decide whether to sell.
Conclusion
Tradespeople, retailers and other local professionals are often among the first to hear about a property owner's plans to sell.
Becoming a property referrer allows you to turn these everyday opportunities into additional income while remaining focused on your main profession.
The principle is simple:
- identify a genuine property sale project;
- obtain the owner's consent before sharing their details;
- introduce them to an Optimhome real estate advisor;
- agree on the referral terms with the advisor;
- receive payment if the introduction results in a completed sale.
The important thing is to remain within the role of an introducer and comply with any professional or ethical rules that apply to your profession.
FAQ
Do I Need a Real Estate Licence to Become a Property Referrer?
No, provided your role is limited to making an occasional introduction between a property owner and a real estate professional.
You must not carry out regulated real estate activities such as negotiating the sale, signing a mandate or conducting the transaction yourself.
How Much Can a Property Referrer Earn ?
There is no single fixed amount.
Payment generally corresponds to a percentage of the commission received by the real estate advisor once the sale has been completed. The exact percentage and payment terms should be agreed in advance with the advisor.
When Is the Referral Commission Paid?
The commission is success-based.
It is therefore paid only if the referral results in a completed property sale and the real estate advisor receives their commission.
Can I Refer Several Property Owners?
Yes, provided each referral is made with the property owner's consent and your activity remains within the legal framework applicable to business introductions.
If referrals become regular or represent a significant part of your activity, you should check whether a specific professional or tax status is required.
Can a Tradesperson Become a Property Referrer?
Yes. A tradesperson can refer a client who is considering selling their property, provided they have the client's consent before sharing their contact details.
Their role must remain limited to making the introduction.
Can a Notary Receive a Referral Commission?
Notaries are subject to strict professional and ethical rules.
They should therefore verify whether receiving this type of commission is permitted under the rules governing their profession before accepting any payment.
Do I Need the Property Owner's Permission Before Sharing Their Details?
Yes.
You should obtain the person's explicit consent before sending their name, telephone number, email address or any other personal information to a real estate advisor.
This ensures that the referral respects both the person's wishes and personal data protection requirements.
Author :
Fabrice DOBROWOLSKI - Optimhome Network Development Director
Optimhome offers you personalized support for your real estate project. Benefit from all my advice, based on several years of experience, to ensure the success of your project.
