What do people talk about with their friends when they’re buying a new car?  About new cars!  And what do people talk about when they are buying a new house or refinancing a mortgage?  Right!  Houses and mortgages.

And when they talk about homes or mortgages, are your customers talking about YOU?  Your goal as a salesman who likes to work from referral business, is to make the process so easy that every one who works with you will recommend you to their friends. 

Brakeall’s Rule  #1:  You don’t ask.  You don’t get.
Brakeall’s Rule #2.  You ask for more.  You get more!

So how do you ask?  Several ways.  Pick one!
1.Immediately after you take the application, you say:  “Are any of your friends shopping for a home and a mortgage like you were? I have several interesting articles I’d be happy to share with them to make the process easier. Here’s my card…or if you have their email, I can just send them off tonight.”

2.When you call back to get more information, or better yet, when you call to say “Your loan is approved!”  you say:  “I’ve really enjoyed working with you and would love to work with any of your friends.  Who else in your circle is thinking about a new house or a mortgage?” Again offer articles and try to get a phone number or an email …or two.

3.Right after the loan closes, call to say congratulations and ask:  “Could I ask you for a little feedback on my service?”  If they give you a good report, you can do two things.  First ask for a testimonial.  “Will you put that in writing?”  and 2.  “Will you say that to your friends when they need a mortgage?  Could I send you a few business cards, just in case you need them?”

4.Keep in touch 3 or 4 times a year, see how they are doing and ask:  “By the way, do you happen to know of anyone thinking of making a move or needing to refinance?”  They may send you their friends and they will definitely remember you when it’s time for them to get a new mortgage!

5.Start or continue a monthly email newsletter. Update your family, friends, customers, clients and prospects abut what’s going on in the home buying and mortgage market.  Say at the top, “If you found this helpful, Please forward this to your friends.”

If you enjoyed this article, you’ll find more on my website at www.LindaBrakeall.com.  While you’re there check out our programs for in-house training and resources to help you sell more homes, like my field-tested HOMEBUYER SEMINAR SYSTEM©. Listen to a free teleclass!  For further information, call Linda Brakeall 800-662-7248 or email This e-mail address is being protected from spambots. You need JavaScript enabled to view it .

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Brad Bergamini  - Love this post     |2009-04-16 11:34:35 Thanks for the post I forwarded this to my buyer's agents. Brad

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