5 Steps For Successful Referral Partner Meetings
Ross Le Quesne
? Mortgage Broker Coach ? Mortgage Broker Business Coach ? Mortgage Broker Business Growth Coach ? Mortgage Broker Training ? Accelerate, Grow and Scale your Mortgage Business ??
Getting good referral partners can propel your broking business to a much higher level of success.?
But before meeting with potential partners, you should have a strategy in place for the appointment.?
You wouldn’t go into a sales meeting unprepared, right?
The same goes for meeting referral partners.?
So now, let me share with you the five steps for a successful appointment.?
?Step #1 - Meet on common ground
It’s best to meet in a neutral place. Meeting at their office or yours can sometimes create additional pressure or distractions.?
But meeting at a coffee shop or somewhere similar will be more relaxing for the both of you.
Step #2 - Focus 80% on them
You want to go into the meeting primarily focused on and curious about them.?
-What are the problems in their business?
-What are some challenges they’re facing??
-What are their fears, goals, and aspirations??
You really want to spend about 80% of the conversation getting to know them and looking for ways to connect on a deeper level. Then, find ways you may be able to serve them.?
Step #3 - Play the long game
Here’s something you need to understand…
The goal of the appointment isn’t to score an immediate win.?
Unfortunately, a lot of brokers just go straight in for the kill. But that’s not the right approach.?
Why?
The fact is that you’re not there to get flowers today. You’re just planting the seeds.?
Step #4 - Plan a follow-up meeting
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Always find a reason to have a follow-up meeting. Then, plan it.?
For example, it could be about coming back with the information you spoke about. Or to introduce more members of your team.?
Alternatively, offer to make a presentation in their office. This will also paint you in a good light as an authority in your niche.?
Step #5 - Thank them & give a gift
Don’t forget to thank them and follow up with a gift.
It doesn’t need to be big. In fact, it could simply be a link to YouTube or a TED talk. Maybe you mentioned a book that’s helped you. If so, pick up a copy and deliver it to them with a handwritten note.?
What’s important is that they feel your gratitude and appreciation.
Remember to make the meeting 80% about the other person and look for ways to serve.?
Also, keep in mind that you’re looking to build long-term relationships at this point. So, don’t rush it.?
Cheers,
Ross Le Quesne
Mortgage Broker Coach, Mentor and Founder of?The?Billion Dollar Broker
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