Referrals are the bread and butter of broking. The relationship we have with our referral partners is so crucial to our business as they constantly provide us with new leads.
Only from here can we then work our magic to build relationships with those clients that can potentially last a lifetime. These are the types of clients we want for a healthy and successful business. So how do we attract and maintain the relationship we have with our referral partners to attain our dream clients?
For me, broking is more than just a job and not just about the dollar. It gives me great satisfaction to know that I can help my clients achieve their financial goals, whether it be purchasing their dream home or obtaining a smaller scale loan. I love knowing that I can service the community and make dreams a reality. This is the foundation of how I build relationships with my referral partners. It is important they know that you are someone they can trust to get the job done. When you perform, it also reflects well on their business and their practice.
The three main referral sources are: accountants, real estate agents and solicitors. First and foremost, I always make sure I keep our referral partners up-to-date with services by keeping in regular communication by having regular meetings, or touching base via phone and email. This allows my partners to feel assured that they are on top of trends and it is also a good way to remind them that you are there.
I find that being upfront with my partners with the entire process, whether it be a downturn or upturn, is really important. Transparency is important as it keeps everyone on the loop with what is going on. This leaves no room for surprises and establishes a level of trust and peace of mind as nobody is left in the grey area. I never let my partners or clients do the chasing as I am always on top of letting them know.
Another way I ensure my partners are satisfied is by proving an extra level of comfort. I go beyond my duty as a broker in instances where I can. I help Real Estate Agents in the process of qualifying their clients. There are times I have attended open houses auction with clients and see the agents on the site. This gives the agent peace of mind that the client is being looked after in my care.
Ultimately, this is what is important: peace of mind. Referral partners want to feel confident that you are capable of delivering a promise. Maintaining a high conversion rate lets them know that once their client has been handed over to you that they will achieve guaranteed success. One of my golden rules is to under-promise and over-deliver. I always ensure to deliver more than what I have promised.
Once you have delivered on your promise, everything else becomes easier. Naturally, your partners will continue to send you referrals and recommend you to their colleagues as an added referral source. Most of my business is word of mouth, so it is vital that I maintain these relationships. My partners know that I am always available to assist them and that I will always get the job done.