The overall market has peaks and valleys. Many times in the past 10 years there was so much business that you could just show up and close some deals. Right now the market is a little slow and many Realtor and lenders are nervous. Don't allow your business to have those peaks and valleys! A little variation is normal for anyone in our industry but there are things you can do to ensure your business is consistent.
1. Go deeper! Get your lender to call your past clients to make sure they are not stuck in an adjustable rate situation that could cost them their home. If you are a lender call your past cleints. The call would come at your request because you care about your clients. I would offer help to the ones that needed it and probably find quite a few that need your help too! There could be 5 people in your database that need your help today... let's find out!
2. Network with existing clients! Every single client you have knows plenty of people to keep you busy. 3 simple steps to increase referrals are: Create a unique concept about what sets you apart, tell an inspiring story that demonstrates the power of your unique concept, and then deliver on your promise! If you get people excited about a unique service and then deliver... they will gladly tell everyone they know.
3. Loyalty = Loyalty! Commit all (yes ALL) of your business to one lender, inspector, attorney, etc. You can't always get your clients to use your preference, but you can always prefer someone. If you commit to the right people they will be committed to you. You should see at least a few referrals from each referral partner you have over the course of the year. Gary and I commit to give referrals to the people who commit to us. A few referrals from 2 or 3 trusted partners can make a BIG difference to your bottom-line!
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