“When do You Ask Your Clients for Referrals?”

I have heard this topic debated and discussed so many times and I don’t agree with most of the opinions.

I ask for referrals when I first meet or interact with a client and during the application process. I know the conventional thinking is when the transaction is over, but these results have always been below average.

I’ll share a couple of examples. If I receive a call from someone, the majority of the time, they have been referred by someone. I will immediately ask what the person said about me. 100% of the time, they will say something good, otherwise why would they be calling? Once I have listened to what they had to say, I will ask the following question.

If I fulfill your goals and accomplish the mortgage that you are looking for, can I count on you to refer others to me as well? 100% of the time, the answer is yes. They may seem a bit strange and even awkward, but don’t knock it, unless you have checked it out.

During the application process, there will be one of those special opportunities to ask again. When that opportunity presents itself, I will ask. Who else do you know, that needs my help? Again, it may seem a bit strange or awkward, but don’t knock it, unless you check it out.

I never ask for referrals when the transaction is over, it is already too late. 61% of my business was from referrals in 2013. My clients know how I get my business and they become part of the process.