Some Quick Ideas to Earn More Referral Business

One of the most-asked questions from loan officers is “how can I get more referral business?” While there’s no magic solution, there are some things you can do to better your chances for success. Building a solid pipeline of referral business requires time and effort, but it’s always worth the investment.

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If you make the client-experience feel like a transaction, it’s understandable that your clients aren’t sending referrals your way. You need to establish a personal connection if you want them to care enough to tell their family and friends about you. Just doing a ‘good enough’ job doesn’t always make a strong impression on clients; but when you prioritize building strong, personal connections, you’re much more likely to see referrals. When your clients feel like they know you, and they like you, they’re naturally going to want to see you succeed.

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One of the best ways to motivate your clients to send you referrals is to make sure you’re always surpassing expectations. The client experience you provide should be so impressive that they can’t help but talk about it to everyone they know. If someone in their sphere mentions that they need a mortgage a few months (or even a few years) down the road, you want to be the first — or better yet — the only person that comes to mind. Finding ways to improve on the experience you offer, and striving to go above and beyond are proven methods to create clients who want to send more business your way.

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Apart from establishing personal connections and providing a highest-level client experience, your relationships need to be maintained if you want to stay top of mind. Creating a strategy for staying in touch makes sure you stay on their radar when a referral opportunity does arise. Use a CRM, send holiday cards, share things that are actually valuable — the list of things that work is very long. Once you see what people are responding to, you can double-down on those efforts and get rid of the things that prove less effective.

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Referral business isn’t as elusive as some loan officers believe it to be. These ideas, when implemented, will absolutely help you to begin bringing in more referrals.

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Thanks for reading!

John

If you’re a loan officer, sales manager, or branch manager considering a move, don’t hesitate to reach out to hear about some terrific opportunities.

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John Gardella

Regional Manager — Supreme Lending

615.439.2569

[email protected]