Kick-start your customer referral business

Everyone knows the value of word-of-mouth advertising: It’s free and brings in high quality leads that are already sold on your services.  But no mortgage broker can rely on this tactic alone.  Here are three ways to get referrals that you may not have thought of yet:

Do the unexpected. Send clients who purchased a home in 2005 a copy of their settlement statement.  Even though they might have it already, it’s another chance to get in front of them and provide them with service that exceeds their expectations.  Include a business card with their statement and ask them to give it to anyone they may know looking to buy a home or refinance

Don’t ask for a referral, earn one. If you’re not getting referrals, you may not be providing the kind of service your customers want in the first place.  Ask your customers what you can do to better to serve their needs.  When your customers are truly satisfied, it’s easy to get referrals.

Thank each referral. This probably goes without saying, but instead of a mug or pen, thank your client who gave you the referral in a handwritten note.  It’s more personal than an e-mail or card sent by your assistant or office manager and they’ll be more apt to send you more referrals if they know that you’re truly appreciative.