Grow Your Production- SImple Idea Most Never do

BUT VERY VERY EFFECTIVE

This one is very easy to overlook
I put a note on my calendar weekly setting aside 30 minutes to do this

Strategy 1. Send A Letter To Past Clients And Your Spheres Of Influence Asking For A Referral

This may sound very simple, but many originators simply forget to ask for referrals and simply “ass-u-me” that a happy buyer will automatically refer you to their friends, family and co-workers. But nothing could be further from the truth because if you want to get referrals from past clients you MUST ask for them.

You can ask at application, during the loan process, when the loan is approved, and the day of closing. But it can’t just stop there. You can also ask after closing but you must also be maintaining a relationship with them by staying in touch.

Statistics show that for every month that goes by without a contact from you, that you lose 10% of your influence with that person. After 6-9 months they have forgotten who you are. In the mortgage and real-estate industry the time frame is even shorter.

There is an entire letter and sequence in the Top Originator Mastermind program (http://toporiginatormastermind.com/48) that you can simply copy and send 2 or 3 times a year that politely asks your past clients for a referral and stays in touch with them. You can also send these letters to anyone you know that is in your sphere influence.

Here’s a copy of the letter I send but always make sure it sounds sincere and not canned.

Aside from your past clients, think about staying in touch with family, friends, professionals who can refer you and the professionals you use like your accountant, attorney and even insurance agents.

(Big Idea- A Client Who Is Referred To You By Someone They Trust Is 90% More Likely To Use Your Services And Not Shop Your Rates

Dedicated To Increasing YOUR PRODUCTION
Brian Sacks