Who's calling you??

I had an interesting thing happen today.... I got a call on my home phone from an old client.   This is someone I worked with before I moved to Texas five years ago (and have not spoken to since.)  She and her husband want to refinance so she looked me up on the internet and called.  She said she knew I probably couldn't do their loan, but they were hoping I would recommend someone reputable.

I'm going to say this big... People want to work with someone they trust.  And if they don't know anyone, they are going to get a recommendation from someone they do trust.

What is your reputation?  Would your clients go looking for you in another state FIVE years later?  I know I push database marketing, but an important factor in all referral business is the impact you made when you did their first loan, or first met them, or served on a committee with them (etc. etc. etc.)

You would be well served to look at all your interactions to make sure you are building a reputation as someone that is an expert and likeable.  Rates and fees are important to prospects, but many times the final decision is made based on reputation and likeability.

Comments

[Russ Skinner]

Excellent posting, Bliss. And it's often the person who is least appealing who has the largest group of contacts, and is the most likely to share their opinion!

[Chris Rasmussen]

I had the pleasure of having a coaching session with Bliss. She is very smart, experienced and passionate. Her insights were direct, concise and encouraging. We covered a lot of ground quickly and our time together was valuable.