When It Comes To Referrals I Just Simply Ask For Them

By
Mortgage and Lending with George Souto NMLS #65149 FHA, CHFA, VA Mortgages NMLS #65149

When it comes to referrals I do not believe in using "gimmicks" "tactics" or "scripts".  My approach is simple and to the point.  When It Comes To Referrals I Just Simply Ask For Them at every possible opportunity.  I not only ask for referrals at every possible opportunity, I expect to get the referrals as well.

If I truly did the bang up job I thought I did for my Borrowers, why would I not expect them to refer me to their friends and family?  Why would they not want to share with their friends and family the name of the Loan Originator who provided them with great service?  Asking for a referral from a Borrower who is happy with what I did for them, should be as natural as breathing.  But yet sales people seem to have this HUGE problem in just simply asking for what should be the most natural thing for them to do, and resort to "gimmicks" "tactics" and "scripts" instead.

I am not ashamed of what I do, in fact I am very proud of it.  I tell EVERYBODY I come in contact with what I do within a few minutes of meeting them, and if I already know them they will be reminded of what I do over and over again.  Referrals are the life blood of a sales persons business.  Referrals are vital to our success.   

In my opinion when it comes to sales there are very few thing more important than asking for referrals.  This is why I feel so strongly about asking for referrals, and I have blogged about this topic before.  Anyone who feels uncomfortable (ashamed) asking for referrals, or thinks it is pushy, I suggest they ask themselves these three simple questions:

  • Would they hesitate to give someone a referral who did a good job for them?
  • Would they not want to share the great experience, and service they received with others they know?
  • So if they did a great job for a client, does it not make sense those they did a great job for would want to refer them to their friends and family?

If these questions are answered honestly, in my opinion there can only be one answer to each of them, YES, YES, YES.  The only thing stopping our clients from giving us referrals is US.  We don't ASK!  If we do not ask, we most likely will not receive. 

I ask for referrals by simply:

  • Giving out my business card EVERY chance I get.
  • Asking everyone I know to refer me to the people who they know who are purchasing a house or refinancing
  • Asking my Borrowers at every step of the Loan Process for referrals:
    • Pre-Approval
    • Application
    • Commitment
    • Closing
    • At every future contact

My advise to everyone who is in a sales related industry, is to ask for referrals, it is the simplest and best way to get them.  Referrals are what keeps us in business, and others EXPECT us to ask for them.  Anyone in a sales related field who is afraid, ashamed, or embarrassed to ask for referrals needs to do themselves a favor and find another profession to be in.  If a sales person does not ask for referrals, in my opinion success in sales is not in their future.

When It Comes To Referrals I Just Simply Ask For Them at every possible opportunity.  If you want referrals I strongly suggest you do the same.

 

 

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 Info about the author:

George Souto NMLS# 65149 is a Loan Originator who can assist you with all your #FHA, #CHFA, and #Conventional #mortgage needs in Connecticut. George resides in Middlesex County which includes #Middletown, #Middlefield, #Durham, #Cromwell, #Portland, #Higganum, #Haddam, #East Haddam, #Moodus, #Chester, #Deep River, and #Essex. George can be contacted at (860) 573-1308 or gsouto@mccuemortgage.com

Posted by

George Souto
NMLS# 65149

C (860) 573-1308
CALL 7 Days/Wk
Fax (860) 760-6891

Email Me
About Me
My Blog

I am a Mortgage Loan Officer who can assist you with all your mortgage & refinancing needs in
CT, RI, MA, NH, and a FL Licensed Lender

I can assist you with your Conventional,
FHA, CHFA, VA, USDA, & 203K loan programs.

I reside in Middlesex County which includes Middletown, Middlefield, Durham, Cromwell, Portland, Haddam. E. Haddam, Higganum, Chester, Essex, Deep River.

 

Comments (55)

Lyn Sims
Schaumburg, IL
Real Estate Agent Retired

Agreed & yes, people find it tough to do.

Jun 11, 2015 01:22 AM
Elizabeth Weintraub Sacramento Broker
Elizabeth Anne Weintraub, Broker - Sacramento, CA
Put 40 years of experience to work for you

I have a certain vendor I hire from time to time who is constantly asking me for referrals and it annoys the crap outta me. Like, I do NOT have time to stop and think about who I might refer to this guy, and he doesn't get it. The "who do you know who you might refer me to" question is irritating. So I think one can overdo the request.

Jun 11, 2015 02:01 AM
John Meussner
Mortgages in AZ, CA, CO, DE, FL, GA, MD, MN, MT, NC, NJ, NV, OK, OR, PA, SC, SD, TN, TX, UT, VA, WI - Fair Oaks, CA
#MortgageMadeEasy Fair Oaks, CA 484-680-4852

A lot of people have trouble with this one, but you're absolutely right - if we did a good job, we should get referrals, but we probably won't if we don't ask! 

Elizabeth Weintraub Sacramento Real Estate Agent, Top 1% of Lyon Agents brings up a good point, if it's part of a script or just "a line" that someone frequently uses, it can get old quick.

Jun 11, 2015 03:57 AM
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

You are right.  Especially if you have done some work for them.  Thanks for the post.

Jun 11, 2015 06:31 AM
Nick T Pappas
Assoc. Broker ABR, CRS, SFR, e-Pro, @Homes Realty Group, Broker/Providence Property Mgmnt, LLC Huntsville AL - Huntsville, AL
Madison & Huntsville Alabama Real Estate Resource

George, I'm somewhat on the fence about this. I do let people know that I'd be glad to help family, friends or acquaintances, but I'm not pushy about it. I totally agree that if you do a "bang up job" you can expect referrals. Case in point: I started working with a client and even though there were some issues along the way they liked the way I handled them and ended up referring me to 6 other clients who I'm currently under contract with. All are happy and said they will be referring me to many more of their co-workers and friends who are relocating. I already have plans for a blog post about it.

Jun 11, 2015 08:55 AM
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker/REALTOR® - Kalispell, MT
Helping your Montana dreams take root

I think if we do a great job for someone and stay in touch, referrals will (usually) come. Gimmicks are definitely not needed.

Jun 11, 2015 08:12 PM
Woody Edwards
First Choice Realty, Inc - Chesterfield, VA
A Realtor® Who Answers His Phone!

As I was told growing up, if you don't ask, you will never get it!

Jun 11, 2015 11:00 PM
Rob Spinosa
Guaranteed Rate, Marin County, CA - San Anselmo, CA
SVP of Mortgage Lending, Marin County

"Ask for the business."  So simple, true and vital.

Great post.

Jun 12, 2015 12:01 AM
Frank Rubi
Frank Rubi Real Estate, LLC - Metairie, LA
FrankRubiRealEstate.com

George Souto I always ask for referrals. I still give out my business cards and even my wife and children know to mention to call me for real estate business. 

Jun 12, 2015 05:19 AM
Sharon Parisi
United Real Estate Dallas - Dallas, TX
Dallas Homes

I remember being told as a young child that you cannot get something, of you do not ask for it!  You have everything to gain by asking.

Jun 12, 2015 04:08 PM
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

I have changed my approach since joinging the Buffini and Company Group. I didn't really ask in the past, was just awesome and people sent me their family and friends.  Now I am asking and getting even more.

Jun 13, 2015 01:04 PM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

Why not ask? People don't understand how we obtain business. I like to point it out George Souto! It never hurts to try... 

Jun 13, 2015 01:45 PM
Roy Kelley
Retired - Gaithersburg, MD

This is good advice and I will schedule a re-blog.

Jun 14, 2015 03:17 AM
Nancy Robinson Ranked #6 in MI
Century 21 Town and Country - Royal Oak, MI
#11 Century21 Realtor in the US, #16 in the World

Referral business is the best. The people who have referred you have essentially vetted you  and  that customer is likewise vetted for you. Also You spend a lot less in advertising for a referral than an random customer.  and right there that makes them more valuable.

Jun 15, 2015 09:29 PM
Lottie Kendall
Compass - San Francisco, CA
Helping make your real estate dreams a reality

I'm glad to see this post featured, George. You've given us a great reminder. It now has become natural to me to ask for referrals, and I find many people want to feel they are part of my team and go out of their way to send me referrals. Love it!

Jun 16, 2015 12:14 AM
Sandy Padula and Norm Padula, JD, GRI
HomeSmart Realty West - Carlsbad, CA
Presence, Persistence & Perseverance

George Souto Spot-on with this topic and stance. It is akin to asking for the order. You can never make a sale if you don't 'ask for the order'!

Jun 16, 2015 12:36 AM
Chris and Dick Dovorany
Homes for Sale in Naples, Bonita Springs and Estero, Florida - Naples, FL
Broker/Associate at Premiere Plus Realty

Good for you.  That is the way it should be done.  If you want something, just ask. 

Jun 16, 2015 11:20 PM
Chris Mamone
Keller Mortgage - Tacoma, WA
Senior Loan Officer

ASK FOR REFERRALS! I just had this conversation with a realtor partner today about calling on old leads. As a lender I can ask for a review from his clients and ask for referrals for our businesses. Just ask!

Jun 17, 2015 06:12 AM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

I said Thanks to Roy Kelly for reposting this. But I still wanted to comment here too. As sales people asking for the referral is something that we should do every day whenever we have the opportunity - straight approaches save time!

Aug 14, 2015 07:23 PM
Sheila Anderson
Referral Group Incorporated - East Brunswick, NJ
The Real Estate Whisperer Who Listens 732-715-1133

Good morning again George. Bravo, bravo, bravo. Enjoy the day.

Aug 14, 2015 10:29 PM