In the mortgage and real estate business, making assumptions can
lead to costly mistakes. One assumption we make is that good
service will lead to referrals, or that the best time to solicit a
referral is at the end of the sale. This assumption can be just as
costly to your business as any paperwork error.

Maybe you think there's a logical foundation for waiting till the
sale is complete to solicit referrals. When the sale is finished,
the client has experienced your entire service and is the basis
for referring others. Or maybe you think that clients only give
referrals when the complete service is rendered.

This business theory is a myth. A home sale is a process with many
steps, and you deliver quality service all the way throughout it.
You have multiple opportunities to create an impression, and your
client will discuss your performance with friends and acquaintances
- provided you have laid the foundation for those referrals.

Set the Stage for Referrals

It's easy to establish a foundation for referrals - but it takes
more than simply asking for it. You need to educate the client -
teach them what to expect in the home buying process.

Clients remember what they read, not just what they hear. Using
materials makes your information visible and improves retention.
My materials are part education, part customer service, and part
referral request. I put together a package with mortgage options,
brochures and cards.

I let the customer know just how important their mortgage is to me,
and how important their referral is from the start. And this
process has really paid off.

If you want to see how simple it is, view my introduction letter below:
Borrower Into Letter

By planting the seed to referrals early in the process, it keeps
my service top-of-mind to the client - they refer more people to
me and sooner. Set the stage for referrals and your business won't
suffer from assumptions.

I would enjoy hearing how you set the stage for referrals in your
business.

About Me

My service focuses on providing clients with a stress-free lending
experience and helping real estate agents build loyal clients. I
understand what's involved with rendering quality service that
stimulates referrals and builds client loyalty.

If you're searching for ways to increase your referrals and improve
client loyalty, contact me to learn how my strategies can help make
a difference.


Until then, all the best!


John Parker
"Helping Agents Build Loyal Clients"