A happy client is an excellent source for getting quality leads. The exceptional and satisfactory services you offer clients present the extra pecks of earning you more referrals. The importance of referrals to the steady stream of leads for mortgage loans cannot be overemphasized; that’s why some firms set up a whole program for it.
The majority of leads have been proven to take up trusted referrals from both people they know and those familiar with the way you provide your services. The positive things people hear about you and your services from your past clients have a significant impact on their decision to employ those services and work with you, which will help bring in sales.
Here Are Some Ways to Get Leads Referrals From Clients
➢ Ask them directly
A client could be happy and entirely satisfied with your service, but that doesn't guarantee that they'll be telling someone else about you. Even if they do, it might not be the kind of leads that you're looking for. So you need to tell most of them directly, to tell not just their friends, but people who will require the particular kind of services you offer.
➢ Know when to ask
Dropping a note that tells clients how much you would appreciate some referrals after sending their invoice or closing a deal might seem like the most sensible and natural thing to do, but it is not always the right time.
We could explore the several 'what ifs' that might make the close of a deal a not-so-good timing when asking for referrals, but that will mostly be an unnecessary list of unsavory speculations. It is, however, reasonable to say that those times when a client is most appreciative of your work or satisfied with the prospects of the whole deal might be the best time to chip in a word for them to spread the good news.
➢ Present some incentives
Asking clients for referrals is a way of getting them to source out good leads for you actively. While some clients might not mind sharing your details with leads just because of the satisfactory work you did for them, you might still need to motivate them with some incentives. It could be some future discount or some other reward scheme that you can come up with. If they have other businesses of their own, you could make it a mutually beneficial thing by referring people to them as well.
When clients are aware of this incentive, most will want to make an effort. For example, future discounts could serve as an excellent way to appreciate returning clients who give referrals.
➢ Utilize follow-up emails
Send occasional reminders to clients’ emails about specific services you offer and brief info about any reward program you have for successful referrals. You can also add a slight emphasis on your satisfactory service and an appreciative note. You could also make use of some referral email template to get the best response when you ask.
As a loan officer who provides quality services, you need to effectively market and build such relationships with clients that will help increase referrals for top lead cases. Bear in mind while sourcing for these referrals, you need to ensure that you or your company has some management system to handle the influx of new referrals, including a clear plan for responding to and screening them. You wouldn't want to be receiving calls from interested leads while scrambling to determine how to respond to their inquiries or if you’re going to work with them at all.