Looking for more referrals? Here’s how

by Donald Horne13 Jul 2015
Every mortgage lender knows that referrals are an important part of the sales process.  What is less well-known, however, is how to obtain more mortgage referrals.

Joan Piantadosi, the president of Titan List & Mailing Services, shares some of the steps to take to get more mortgage referrals:

Ask for Them: It sounds deceptively simple, doesn’t it?  Unfortunately, you’d be surprised at how many mortgage lenders are reluctant to ask for referrals.  Rather than being bashful, ask your clients if they know someone who could benefit from your services.  Most of them will be happy to help if they’re pleased with the quality of service you provided.

Provide Exemplary Service: Make it rain referrals by always doing a great job. We’re exaggerating a little here, but the best way to ensure that other people will recommend your services is to go above and beyond for your existing clients.

Request Feedback:  How do you know if you’re providing exemplary service to your clients?  Ask them.  You can collect feedback anonymously through a website like SurveyMonkey.  Once you have the survey results in hand, use this information to improve as a lender.  Doing so will naturally lead to more referrals.

Use LinkedIn:  LinkedIn offers a nifty feature that allows you to browse second degree connections through its advanced people search.  Once you find someone you want to connect with, you can select the person you want to make the introduction and explain to them your reason for wanting to be introduced.

Join a Local Realtor Group:  By joining a local realtor group—and participating in meetings—you’ll have the opportunity to interact with a number of people who frequently make more mortgage referrals.  After joining, don’t just be a lurker—become actively involved and grow your network.  Realtors frequently suggest that this is a great way for mortgage lenders to earn referrals.


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