We really appreciate your referrals 

As a mortgage broker we have found that generate new business in a difficult market can be a daunting task.  We have tried just about everything that there is to try in order to generate more business and we quickly realized that regardless of what our marketing efforts were, the bulk of our business still continued to come straight from our existing client database.  So, we learned early on, that in order for us to maintain a consistent flow of business, we would need to re-focus our attention on building our current client database.  Our goal today is to build a client database that is large enough to help support the amount of business we need in order to be successful in today’s real estate market.  One of the best ways we can ensure that this will happen is to rely on the relationships we already have with our existing clients—people like you. 

Hopefully, we have done our job well enough that you might be prompted, when the time is right, to recommend our services to someone else that might be in the market.  Nothing says “thank you” more than having a person who has a need for our services call us, because of the recommendation you made.  We really appreciate and value the relationship we have with our clients and it is nice to have a relationship that is strong enough for you to recommend our services to others.  Because these individuals trust you the likelihood that they will trust us, increases substantially.  We understand that you have also put a great deal of trust in us and will ensure that these clients get the very best we have to offer. 

It is important that we point out that it is not your responsibility to help us grow our business.  It is our responsibility to maintain and develop a relationship with you that will be strong enough that you might feel motivated to recommend us whenever the opportunity presents itself in the future.  It is here where we apply the “Mortgage broker for life” philosophy and is how we work on expanding our current client database. 

Now that we have defined how important a referral can be, and how much we appreciate these referrals, let’s take a moment and discuss the most effective way you can refer someone to us.  Please understand that ultimately no matter how you decide to refer someone to us, the fact that you referred someone at all, it is all we really can hope for.  We simply want to educate our clients on the most effective ways to refer business for us. 

Most people, who are asked if they know anyone that might be able to provide them with a specific services, will simply recommend the services of someone with whom they had a positive experience.  Hopefully, we will fall into the category of someone that you had a positive experience with.  By giving your friend and/or family member our name and number to call themselves, you have left it up to them if and when they will make that call.  The biggest concern with asking someone to make the call themselves is that they may have every intention of doing so, but when they actually sit down to make the call, they have lost the business card or have forgotten who was recommended to them.  In these situations they will most likely go to the phone book or consider the first advertisement they see.  By doing this your friends and/or family might put themselves in a situation where they could be working with someone who lacks the professionalism needed to ensure they receive the best service available to them. 

The most effective way to recommend the service of someone you trust is to pass on the client’s information directly to the service provider.  You should ask your friends and/or family member if it would be prudent for you to give out their phone number first, before communicating the information to us.  Once they have authorized us to call them you have helped guarantee that a connection will be made between your friends and/or family members and the service we provide.

The reason we recommend this so strongly is that by this we will make sure that they get contacted, which will eliminate the pressure on them to remember who to call or what number needs to be dialed.  In addition, this will drastically increase the likelihood that your friends and/or family members will be working with the people you trust to provide the services they need.  We love and appreciate it when our clients call in and tell us that they have a friend and/or a family member in need of our services.  The call we make to them will be non-persuasive, so that they will not feel any pressure to commit to our services if they are not ready.  Instead, we will position ourselves as a free resource for them so that they can access the information they need before having to make their final decision.

Again, I want to point out that any and all forms of referral recommendations are appreciated; so, the next time you see an opportunity to recommend our business to someone else, just know that we are so thankful that you remembered us.