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Ask for Referrals - And Get the Answer You Want!!



 

Joe Gonzalez
Branch Manager
1st Metropolitan Mortgage
Phone: 610-351-7510
Fax: 610-351-7810
jgonzalez@1stmetro.net
http://www.1stmetropolitan.net/
 

Too often, people are frightened of asking for referrals. Is it the fear of rejection, or are they concerned about annoying their prized clients? If you're providing truly exemplary service, you shouldn't be ashamed to ask for the opportunity to provide that same service to other people your clients know! In fact, it should be the next natural step after asking a client how the service was.

The way you ask this question, however, is very important. Open-ended questions help people to brainstorm, instead of giving them the chance for a simple "Yes" or "No" answer. Instead of asking, "Do you know anyone else who could use my services?" ask, "Who do you know who could use my services?" The difference in how they respond is amazing!

It's also critical to expect the referral. When your tone or facial expressions show that you don't really believe your client will have a good answer, they won't have one! Don't let your body language change your question into, "I don't suppose you have any referrals for me, do you?" Instead, expect the referral like it's the most natural thing in the world. With enough practice, it will be!

If people seem tentative, or they say they'll think about it, tell them you'll get back to them, and set a specific time to do so. Keep the appointment, even if it's just a phone call. Remind them that this is the way your business model works. You "get buys" with a little help from your friends.

You can also use this language in the signature of your email, below your name and contact information. Every email becomes a mini-billboard, even when you're out of the office and have your auto-responder set.

One of the best referral generators I've heard of is simply a delicious fruit basket. Greg Frost, one of the nation's top loan originators, pioneered this technique. He sends a fruit basket to his client after the close of a successful loan. Unlike candy, which tends to get hoarded by the recipient, fruit has a built-in expiration date, so people keep it on display to share. He sends this fruit basket to his client's place of employment, which makes them feel special. When co-workers ask where it came from, the client simply says, "My loan executive gave it to me." This opens the door to many subsequent referrals.

Please let me know how these ideas work for you, and don't hesitate to call me if you have any questions.



For help or questions contact:

Joe Gonzalez

Senior Loan Consultant -  NMLS #126036
GMH Mortgage Services, LLC
625 W. Ridge Pike, Building C, Suite 100 | Conshohocken, PA  19428 | Direct: 610-355-8039 |  Cell: 610-739-6563

FHA Jumbo Loan, Mortgage King Of Prussia   FHA Jumbo Loan, Mortgage King Of Prussia   FHA Jumbo Loan, Mortgage King Of Prussia

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Comment balloon 8 commentsJoe Gonzalez • March 24 2008 11:45AM

Comments

The key to the success of whether or not you get a referral from someone is to just ASK!  If you dont ask...you will never get one.
Posted by Clint Miller (Real Estate Pipeline, Inc.) over 10 years ago

 

We always ask for referals at Summit, and if agents forget we are there to remind them.

Posted by J Manno (Summit Realty Group, Inc.) over 10 years ago

Referrals, got to love them.  It's the lifeblood of our business. 

Posted by Jason Sardi, Your Agent for Life (Auto & Home & Life Insurance throughout North Carolina) over 10 years ago

Without referrals I wouldn't be in business.  Bottom line is you have to ASK!! Open your mouth & you'll be amazed.  Jason hit the nail on the head!  It is the lifeblood of our business!

Posted by Joe Gonzalez, NMLS# 134407 (610) 739-6563 (GMH Mortgage Services LLC) over 10 years ago

You are correct, Joe.  If you want referrals you have to ask for them.

Great post.

Have a great day!

Posted by Richard Ives over 10 years ago
We've always heard ASK, but I really like your approach.  Thanks
Posted by Doris Freeman, Broker/Agent, Realtor, Madison-Gibson-Crockett (RE/MAX REALTY SOURCE) over 10 years ago
Joe love the fruit basket at the office idea. Thanks again!
Posted by Tara Colquitt, Credit Counselor (Tara Colquitt, The Credit Woman, LLC) over 10 years ago

We could all learn a lot from this blog. . . . thanks, Joe!  (I also like the fruit basket idea.)

Posted by Jackie Thom, ABR, Your North Shore Specialist (Coldwell Banker Residential Brokerage) over 10 years ago

Participate