Does the thought of asking for referrals cause you to break into a cold sweat? Are you worried about making the other person feel uncomfortable? I have a simple piece of advice for you. Get over it! This is one of the most effective (and cheapest) ways to increase your pipeline.
First, everyone you meet should know what you do for a living. If they don’t, tell them that you are in the mortgage business. The next step is to get in the habit of asking for referrals. And just like everything else new, it will feel uncomfortable in the beginning, but gets easier with time.
Whether you are talking with Realtors, borrowers or business associates, end each conversation with the following statement: Do you know of anyone that is looking for a mortgage? If the answer is yes – write it down! If the answer is no, follow up with: Here’s my card in case you do come in contact with someone that needs a mortgage.
Many times, people do not think to pass along your name simply because they have not been recently reminded that you are in the business. Your reputation as a high quality originator coupled with a strategy of consistently asking for referrals will keep your phone ringing and pipeline full. Try it today!
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