First we would like to wish you and your families a Happy Thanksgiving. We hope you get to spend some time with family and friends over the holiday weekend.
OK, let’s say it—this year has been a struggle for some and a decent one for others. The reasons for that we’ll discuss in future articles as they are many and varied.
But today let’s talk about giving thanks so we can share some tactics with you that will generate some new and consistent business.
Hopefully some of your business is coming from referral sources, either past clients or other professionals (influencers) that you have made contact with.
We hear from many of our coaching members that they are shy and really have an issue with pursuing referral sources they don’t know. So aside from the obvious, going after people you already know and clients you already have, how else can you generate referrals? ( By the way, you do have a database of these folks you mail to each month right? If not, make that your #1 goal for 2011.)
Here’s the easy way to get more referral partners: One of the issues with a reverse mortgage is that more often than not it is really not just the senior making the decision. Most likely they will have their children, their accountant, their attorney, their financial planner and others involved.
Sounds like a pain on the surface but it is really an opportunity. How? Well these advisors most likely have other clients that are in need of your services as well.
Here is a game plan for getting these referrals: First, introduce yourself to all of these decision makers. It should be pretty easy since you have a client in common.
Next, set up a time to meet with them. Learn about what they do and tell them more about what you do. Read that again, with emphasis on the first part of the statement: Learn about what they do.
No. 3, ask them if they would like you to explain reverse mortgages to their clients. Ask if would they like you to do a seminar with them? How about a teleclass or webinar for their clients? Offer to be that source of information and it makes them look like a genius at the same time.
Big idea time: We just recently wrote a letter for our accountant to send to his clients on his letterhead letting them know that some may find a reverse mortgage a great option during these challenging times.
Fourth: Do they have a newsletter? If so you want to write for it and of course you want them to write for yours.
Fifth: Enter them into your database for follow up communications. And then really follow up!
Here is our final tip: Don’t ever take these referrals for granted. When someone calls you and tells you they have been referred, always call the person who referred them to say thanks.
It’s even a good idea if the referral was from a professional to keep that person in the loop as the file progresses. Why? The person who referred you is risking their reputation on your performance, so don’ ever let them down.
Of course you should be referring them as well whenever you have the opportunity. We will call the professional and let them know that we have referred Mr. and Mrs. Smith to them even before the clients contact them.
Please don’t minimize this! It’s critical for you to follow up and build these relationships. Remember, out of sight out of mind.
Remember to always say thanks! And have a great Thanksgiving!
Sue Haviland and Brian Sacks are the co-founders of
