Some Ideas for More Referrals

Referrals can’t be left up to chance — they're too valuable not to maximize your strategy for getting more of them. With a plan in place, you can boost your referrals, generate a stronger pipeline, and ultimately grow a thriving business in the long term. So, which strategies are most effective when it comes to referrals? Let’s look:

Go Above and Beyond

Referrals really come down to the client experience you deliver. If you want someone to send their friends and family to you, you need to wow them. Loan officers need to earn their clients’ trust and exceed their expectations to really make an impression. The best way to invest in these referrals is simply to invest in the satisfaction of your current clients. When you’re committed to your clients’ happiness, it shows. You could easily check the boxes and get clients the mortgage they need with little personality or connection, but that’s not likely to motivate anyone to send more business your way. Building a genuine connection from the start, cultivating trust, following through on your promises, and putting your clients’ happiness first will create the kind of experience that clients want to share with friends and family.

Stay Active Online

Your clients might not immediately know someone looking for a loan officer, so it’s important to stay on their radar well after the closing. Perhaps six months after working with you, a client’s friend mentions they’re going to start looking for a home. How can you boost the chances of your name coming up? A great way to do this is by maintaining an active online presence. When your past clients are reminded of you from time to time when scrolling in their newsfeed, for example, that keeps your name fresh in their minds. Even if it’s been several years, that continued presence on top of a top-notch experience makes clients much more likely to send referrals your way.

Invest in Your Connections

Referrals can come from anyone. Whether it’s past clients or fellow professionals, putting in the work to maintain and strengthen these connections can also help to generate word-of-mouth referrals. The more you establish yourself as a trustworthy, capable professional, the more connections will be motivated to refer people to you.

Be Honest

There’s no harm in asking for referrals. Many loan officers avoid this for fear of looking desperate for business; but with a bit of strategy, there’s really no need to worry about that. You’re not begging for business, you’re simply letting your clients know that you’d be happy to help anyone they know looking for a mortgage. It doesn’t need to be a major point of conversation. Just mentioning the idea of referrals — especially after delivering a standout experience — can provide the nudge needed for clients to send more people your way.

Reach out to me if you’d like to talk more about any of these ideas — or anything else. I’m always happy to block off some time to connect.