1) You need a database to keep track of your sphere of influence. Your
sphere is everyone that you know including your friends, family,
prospects, and past clients. And the best way to keep track of all
these people is to put them into a database to keep track of all
our info. We try to capture every piece of information we can about
everyone in the database. You don't need to start off with such a
complicated piece of software but when you start getting a large
number of names you will need some form of software to keep track
of everything.
2) You also need a newsletter which you will mail monthly to everyone
in your database. A newsletter is the easiest way to stay in
constant contact with your database. You should be in touch with
them at least once a month if not more. The more you reach out to
them, the more you will stay in their conscious mind.
A common complaint of average loan officers is that they hate it
when a friend, gets a loan from someone else. When that happens, it
is the fault of the loan officer, not the friend. The loan officer
did not stay in the friend's conscious mind as their loan officer.
And so when it came time to get a loan, the friend did not even
remember that he has a friend in the business.
If you want to start generating more referrals today, keep a
database of everyone you know. And contact them at least once a
month. Mix it up a little. Call them once a month, send them a
newsletter every month, and email them once a week so that they
never forget about you. You want these people as part of your sales force. If they remember
you, then the next time they need a loan or they hear someone
talking about needing a loan, they will recommend you.
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