By JC
Kiadii, Internet Marketing for Mortgage Professionals
I had an interesting experience recently, which reinforced the importance of referrals. I recently landed a training contract.The process was so easy, I feel a little guilty. Had I approached this organization on my own, it would have taken months to establish a relationship and get through the screening process. Instead, they contacted me, provided an unbelievable opportunity, and agreed to my price without quibbling. What made the difference? A colleague who already has a good relationship with this organization referred me.
Everyone (including me) offers tips on ways to grow your referral business. I decided to take a tongue in cheek position, by sharing 4 surefire ways to sabotage your referral generation.
Tip # 1 – Don’t Say Thank You
When someone goes to the lengths of tying their reputation to yours, do not say thank you. In fact, if you happen to speak to the person, do not even mention the referral.
Tip # 2 – Do Not Follow Up
By all means, do not follow up with the referral. Better yet, respond once, set up an appointment to meet with them, and then miss the appointment.
Tip # 3 – Do A Terrible Job
If you happen to land the client, do the worst job ever. Do not keep him or her informed, and when you do ask for documents, request them 30 minutes before they need to be submitted to the underwriter.
Tip # 4 – Do Not Keep the Referrer Informed
Chances are, your referral will talk to your referrer. When they do, they will probably mention the status of your relationship (ex., “Jackie and I started working together 2 weeks ago, and it looks like she’ll get my loan closed in a couple of weeks.”). Humiliate your referrer by not keeping him or her informed of the status of the deal.
Of course, if you really want to increase your referrals and make generating business easy, simply do the reverse of these 4 tips.
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JC Kiadii, Mortgage Internet Marketing Services . 770-469-7385. Are you reaching out to the 87% of new buyers who start their search online? Our team provides results-driven mortgage Internet marketing services.
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