The Overlooked Goldmine: Building Referral Partnerships With Moving Companies

When Sarah Chen closed her 47th transaction last year in Portland, she credits an unlikely source for nearly a third of her business: a local moving company she'd partnered with three years earlier.

"Everyone thinks about mortgage lenders and title companies," Chen told Reaferral. "But movers? They're talking to people at the exact moment they're making housing decisions—and nobody's fighting for that relationship."

The Timing Advantage

Moving companies occupy a unique position in the real estate ecosystem. They interact with clients during two critical windows:

**Outbound movers** are often selling a home and buying elsewhere. That's a listing opportunity in your market and a referral fee waiting in another.

**Inbound movers** frequently haven't selected an agent yet—especially corporate relocations handled independently or families moving for lifestyle reasons without employer assistance.

According to the American Moving & Storage Association, the average household moves every 5-7 years. Moving companies see hundreds of these transitions annually. That's a pipeline most agents never tap.

Building the Partnership

The agents succeeding with moving company partnerships follow a consistent playbook:

Start With One Quality Relationship

Rather than blasting every mover in town, identify one reputable company and build deep. Look for movers who:

• Have strong Google reviews (4.5+ stars)
• Handle residential moves primarily
• Employ estimators who visit homes in person
• Have been in business 5+ years

"The estimator is your key contact," explains Marcus Williams, a top producer in Charlotte who gets 8-10 referrals monthly from moving partnerships. "They're inside the home, having real conversations about timelines and destinations."

Create Genuine Value Exchange

Cold-pitching a referral split won't work. Moving companies get approached constantly by agents offering nothing but a business card.

Successful agents flip the script:

• Provide a list of every client you've closed in the past year with their move dates
• Recommend your partner mover at closing—include their card in your closing gift
• Feature them in your new homeowner resource guide
• Offer to host joint first-time buyer seminars

When Williams first approached his mover partner, he handed over a spreadsheet of 43 recent closings. "I said, 'Here are 43 people who will need to move in the next 5 years and already trust my recommendations.' That got their attention."

Structure the Arrangement Clearly

Referral relationships with moving companies typically work in three models:

1. **Mutual recommendation** — No fees exchanged, just consistent cross-referrals 2. **Tracking credits** — Clients who mention the agent get a moving discount; clients who mention the mover get a closing gift upgrade 3. **Formal referral fees** — Some agents pay $50-100 per qualified lead; some movers pay 3-5% of the moving contract

Whatever structure you choose, document it clearly and ensure RESPA compliance for any payments related to real estate transactions.

The Script That Works

Your mover partner's estimators need simple language for the handoff. Williams provides his partners with a one-liner:

*"Have you already connected with a local real estate agent? If not, I work with someone who specializes in [neighborhood/situation] and has helped several of our clients. Would you like an introduction?"*

No pressure, no awkwardness—just a natural offer during an already-consultative conversation.

Tracking and Nurturing

Like any referral source, moving company partnerships require maintenance:

• **Monthly check-ins** — Brief calls to share what's working and exchange lead status
• **Quarterly appreciation** — Gift cards, lunch, tickets to local events
• **Annual review** — Assess volume, conversion rates, and how to grow together

Chen tracks her mover referrals in her CRM with a dedicated source tag. "Last year, 16 referrals came through, 11 converted to clients. That's a 69% conversion rate—way higher than paid leads."

The Hidden Benefit

Beyond direct referrals, moving company partnerships provide market intelligence. Movers know before anyone when neighborhoods are experiencing outbound migration or seeing inbound interest.

"My mover told me in January that they'd done six estimates in a subdivision I hadn't targeted," Williams recalls. "By March, I'd listed three homes there. They saw the trend before any MLS data would show it."

Getting Started This Week

1. Identify three well-reviewed local moving companies 2. Request quotes on a "move" to start the conversation 3. Propose coffee with the owner or sales manager 4. Bring a genuine offer: your client list, a marketing collaboration, or event partnership 5. Start small—track five referrals before formalizing anything

The agents dominating referral business aren't just working the obvious channels. They're finding partners like moving companies—businesses with perfect timing and zero competition for the relationship.

Your local mover is waiting for that first call.