Keeping Your Key Referral Partners

Who are your key referral partners?

For most brokers, it’s usually their accountant or real estate agents.

For others, it might be a buyers agent or a property manager. Financial planners, insurance agents, and even trusted and reliable tradesmen can also be very important.

Simply put, your referral partners can really drive your business growth.

Meanwhile, you can add real value to your client by recommending trustworthy experts who can help them manage their property and finances.

Having a network of good and cost-effective recommendations at hand also makes it easy for your clients to buy in. Especially if they are unfamiliar with the area.

And of course, it can work both ways.

In my case, an existing client introduced me to my referral partners. He was a first-time client and he referred me to his parents who were accountants.

See how your best referral partner can really come to you in a surprising way?

It’s the result of continuously having these conversations with different people.?

You want to be in a position where there’s someone in your network who already knows everyone you need to know. Then, it’s just a matter of your referral partner having you in mind when a potential client expresses a relevant need or desire.

In some cases, you might want to target a potential referral partner instead of targeting a potential client directly. I usually do this when it comes to property investors since they’re more likely to refer more clients.

And once you establish that relationship with your referral partners, nurture it.

You’re both going to be very busy most of the time, so it’s essential to be creative and organised to keep that relationship tight.

Don’t underestimate the amount of work that’s involved on their side. Keep them close and in the loop when you have a client that needs their services.

That mutually beneficial relationship is the key to longevity.?

Cheers,

Ross Le Quesne

Mortgage Broker Coach, Mentor and Founder of?The?Billion Dollar Broker

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