Your Action list to Gain More Referrals Immediately

With many thanks to Gary Mauris, President of Dominion Lending, and his presentation called "Build a Killer Business by Referral"  Dominion Lending University for brokers I attended yesterday.

 Update Facebook Status Each Week
         Use the "Facebook Status Examples" Script

Facebook is "The" social networking application of today's young adults between 25 and 40 years old.  This just happens to be the target demographic for new home purchasers.  Who is it that mortgage brokers want to reach?

 Add to Your Database Every Day

Your database is your basket of opportunity.  Without anything in your basket your business cannot grow, and you cannot make a living without potential clients.  The fundamental job of sales is prospecting for new business.

 Send Out Letter to Database
          Use a "Letter to Database" Script

If you don't talk to your prospects and suspects on a regular basis, how do you expect them to know to call YOU instead of your competitor when they need our services.


 Master the Killer Elevator Pitch
          Use a "Develop a Killer Elevator Pitch" Script

Don't be shy.  Tell everyone you know what you do, how you do it, and why it should matter to them.

 Make 4 Calls Every Day
          Use a "Good News" Script

Personally I think 4 calls is much too few.  However, better 4 than none.  Most sales people who fail, fail because they never actually get to work at all.

 Send Out 20 Sincerity/Coffee Cards Each Sunday
          Use "Sample Handwritten Scripts"

Sincerity/Coffee Cards are a great idea for improving your sum of positive karma in the world.  These aren't actually about getting business.  They are about thanking the universe for all of its gifts to you.

 Ask for Referrals Daily
         
Be proud of what you do.  Ask people to refer others to you so that you may be of service to them.  Never be shy about the value of what we do.  Remember, we touch people where they live.  What we do matters, when we do it right.

 Reward Referral Behaviours Not Results Immediately

Be generous.  If someone sends you a referral thank them immediately and generously.  Remember, you are not incentivizing them to make you money, but rather to allow you the opportunity to provide service to others.  Whether you make a dime or not on providing a service doesn't diminish the value of the referral, and the implicit trust implied by it.   Send Out an Article From the Media Twice a Month

Keep in touch with your database with relevant and useful information from the media.  This will reinforce your authority as an expert, and as someone who is determined to provide meaningful value to your contacts even before they have bought anything from you.
         
 Meet Clients Face-to-Face

Meeting clients face to face is simply good business, where possible, and it eliminates most of the people who are simply rate shopping.


 Give Excellent Service

If you aren't in the business to provide excellent service, then you're not really in the business.