Referrals Matter – How you generate them does too!

If you look at some of the emails we’ve sent over time, you’ll find that our message is consistent across the board and proves to be true without fail.

“Your past clients are the key to your future business”.

This is true because those clients have been through your process. If you helped them, that’s what they see, what they remember, what impacts them, and the reason they refer you to those they love and care about. I’m just like everyone else and this year I needed to dive into the mortgage and real estate arena as I bought a new house. I went through 4 Agents and 3 LOs before deciding on the ones who made the difference.

I didn’t have a list of criteria, industry-driven statistics, or anything like that. What I did use was the very thing that I preach here at Exodus and I’m going to share that with you now.

I started searching Zillow for houses where I wanted, knowing full well that Zillow isn’t up to date nor as accurate as the MLS is, and that each Agent has areas in their market in the MLS.

In this new area (for me anyway) I was putting together contacts that pertain to Exodus, my role here, and how the area can positively impact our marketing efforts for our clients.

When the decision was made on the right area for my son and me, a new associate in this area and in the marketing industry gave me his referral for an REA who in turn gave me her referral for a loan officer. What he told me about my new Agent was in my opinion above board, incredibly promising and I was surprised that it was all true. (More on that in another blog post.)

Each one’s reasons were different and while I’m more than happy to go into greater detail if you happen to speak with me, it was an amazing display of the ‘human condition’ and exactly what it is we implore you to understand and embrace. My associate had only one referral and his passion for her to be my agent was based on his relationship with her, how she treated him, and those he referred to her over time. My Agent’s referral to the loan officer was based on his skill and ability to get things done. Again, this seemed above board, and incredibly promising. I was surprised to find that it was all true. My referral of these two incredibly talented and caring people will be based on the same attributes. I was fortunate in that the passion the original referrer had was real and his referral made all the difference in the world.

The point is this: if I don’t tell you, you won’t know. If your clients don’t tell others about you, they won’t know either! Don’t make the mistake of trying to employ mortgage marketing, or real estate marketing tactics designed for retail sales with your past clients. If you go down that road, the lack of a buyer’s journey will completely destroy the chance of keeping your connection to your past clients intact and this is where the referrals slip right through the cracks. Using retail marketing doesn’t generate referrals. The Exodus Newsletter is proven month after month and year after year to turn your sphere of influence into a referral source that lasts a lifetime. Schedule a call today and we’ll show you exactly why.

– Keith