How To Get Referrals
Designed for Brokers, made by Brokers.
January 26, 2022
This podcast is our chance to give back to the mortgage broking industry and talk about real issues that are affecting most brokers and loan writers right now. Learning, Validation and Respect = the very foundations of all relationships.
THIS EPISODE WAS BROUGHT TO YOU BY:
WE DISCUSS IN THIS EPISODE
This episode is packed full of practical and easy-to-implement tips on how to ask [educate] for referrals and grow your referral relationships. Take a listen now. Key points include:
- Don’t ask for referrals, educate for referrals.
- Invest the time in understanding your referral partner’s business and their values, and how you can add to each other’s businesses.
- Good referral partnerships do take time. It’s important to have shared values and expectations.
- You need to believe you can give your referral partners value also. You can help them and their business to grow as well. Every relationship should be a win: win for everybody. If it’s not, it’s very hard for it to survive.
- The two R’s: Relate and Resonate. Your referral partnerships are based on these two things. They need to like you first and be impressed (with how you operate and your knowledge) so you become an integral part of their value to their clients.
- A piece of advice for new brokers: make a list of multiple referral partners you’re interested in forming relationships with. Prioritise which relationships you want to invest in and work from the list backwards, so you’re learning as you go and building your confidence.
- What we want – and where we need to start – are two different things.
- Some referral partners will need some education on where to seek and source referrals, so your job becomes partly educating how to help identify opportunities for your referral partner’s clients.
- New brokers need help with resources but also need to create a circle of influence. The Broker Journal™ is an excellent resource for new brokers as it’s a 52 week online coaching program that will keep you on track in your broker’s journey.
Key Quotes
“Don’t ask for referrals, educate for referrals.”
– Ruan
“I look at referral partnerships the same way I look at clients relationships – it’s a long term investment.”
– Marissa
“I want to make sure we have similar philosophies about customer experience and service expectations and we’re both really clear on what we’re expecting.” – Marissa
THANK YOU TO OUR PRESENTERS: RUAN BURGER AND MARISSA SCHULZE
