The Best Time To Get A Referral
What do people talk about with their friends when they're buying a new car? About new cars! Better yet, what do people talk about when they are buying a new house or refinancing a mortgage? That's right...houses and mortgages.
More importantly, when they talk about mortgages, are your customers talking about YOU?
Your goal as a salesperson is to maximize your referral business. To do that, you MUST make the process systematic and so easy that every client working with you will recommend their both family and friends exclusively TO YOU.
Yet, most mortgage and real estate professionals don't live on referrals - WHY NOT?
I've found they are either embarrassed or they get so busy with the transaction details during the mortgage process they never get around to asking!
How I Turned One Transaction Into 72 Closed Loans
Yes, you read that correctly...72 closed loans.
It all started with taking the application and consistently asking for referrals throughout the loan process and loan management period after the loan closed. In fact, from the time I took the loan application and the loan closed, my client referred six other family, friends and neighbors (they all closed). Long story short, within the next four years I closed 72 loans that stemmed from the original six referrals provided me by my client....talking about a referral tree with a lot of branches!