By JC Kadii, MortgageVirtualAssistant.comSM
Savvy mortgage professionals (loan officers, originators, brokers) know the benefits of cultivating repeat and referral business. While it is also smart to market for new business, spending the time to grow your repeat and referral clients makes your mortgage business less susceptible to economic fluctuations.
Great resources (articles, books, websites) on generating repeat and referral business are in abundant supply. They provide concrete steps to getting referrals, and well as strategies for putting your repeat and referral business on auto-pilot.
There is, however, one critical first step to generating repeat and referral business. Without this step, consistently getting repeat and referral business will be like pulling teeth. With this step, clients will continue to come to you during good times and bad.
Here’s the 1st step – take care of your clients. Yes, you will still have to ask for referrals, but doing the best job possible makes it much easier to get clients to say “yes.”
As one future client told me, explaining why he is having his best year, “Every morning I ask myself, what can I do better today?”
In the words of Walt Disney, “Do what you do so well that they will want to see it again and bring their friends.”
JC Kadii, Mortgage Virtual AssistantSM . 770-469-7385. Through http://www.close-more-loans.com/, JC leads a team providing top notch administrative, internet marketing, and technology services to mortgage professionals. Mortgage professionals are encouraged to visit the website and sign up for the More Closings email newsletter to receive the report 6 Steps to More Referrals.
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