Why Do People "Really" Give Referrals

and what you need to be doing to get more !

Here’s a truth.
Buyers who are referred to you are already sold on using your services and are much less likely to shop your rates and points,
So the question all originators have always struggled with is how to get more of these buyers.

LET’S GET A FEW THINGS OUT OF THE WAY FIRST BEFORE WE DIG IN
You can and should be getting referrals from Agents/Accountants/Attorney’s and of course your past clients.
If you are member of the top originator underground you will see a member only post that also talked about another important source of referrals — so check it out in the members area or you can take a test drive below.

But this is NOT ABOUT the who- but the WHY

WHY?
It’s critical that you know WHY people refer you.
It can be because you do a great job- which you should always try to do
It can also be because you have a specific area of expertise- like my expertise in renovation loans/divorce clients/those with credit challenges.

Agents and professionals refer you -because their income depends on it
They need to know that you will do what you say and perform since their income and reputation depends on it.

You can’t buy this…
In fact- I am going to divert for a second.
I have 2 of my top agents one works for Berkshire and one for EXP
Both have been loyal agents-
BUT- they are getting leads from their in house lender- pretty hard to beat?

NOPE- NOT AT ALL
Yes they are getting leads- but these lenders are NOT CLOSING these loans and when they do it is pure torture —at least that’s what they tell me.

So I am still getting their business and actually getting many of the loans they generated but are not closing… so doing a great job and some of the other ideas I use and share- are often more important than buying them or giving them leads.

ANYWAY— SORRY I DIGRESSED
Why do your past clients or others with NO FINANCIAL INTEREST IN THE TRANSACTION REFER YOU?

It’s not why you may think…
I have tried contests- not for a specific lead of course.. and other strategies

BUT DO YOU KNOW WHAT WORKS BEST???
A phone call and simple thank you note.
YUP!
Costs you nothing!@
Think about your own circle of friends and co workers.
One of them tells you that they are having a terrible time with their ( car - medical issue- veterinarian) .
You immediately think about how you know because you want to help your friend and look like a great and valuable resource for them.

It’s that simple- but the key is making yourself easy to refer.

Do they have your cards and contact? I send all of my clients a card with my cards in them and a letter asking if they know anyone that might be looking purchase or refinance.
I send a newsletter regularly—
They get social media posts and useful data from me regularly
I am prominent and NEVER out of sight..

Look at what YOU are doing to stimulate and be worthy of these referrals and how prominent you are !
Don’t JUST read this— go ahead and try it- and then leave your comments below

know someone who should read this too?

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   Brian Sacks
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