Written By: Cindy Douglas, President, ConnectTheData.com, a site with 30 courses on building your database because your database is really your only asset in your mortgage practice. Each course is 7 minutes in length. Included is the ability to download to MP3, print a written transcript of each course and more importantly, almost every one includes marketing materials to help you implement each strategy. Preview an entire course free, for 15 days!
Now more than ever sales people are looking to build a referral business. They want more than a list of names that are stagnant. The problem is they are not sure how to go about changing their current dynamic.
Have you ever found yourself hoping and praying you have done a good enough job to warrant a referral? I wish I could say hope and prayer are a strategy but unfortunately they are not. If you want to build a business that is based on referrals there needs to be a system in place which actively seeks individuals who have the capacity and the desire to refer a stream of warm prospects to you. So the burning question becomes:
First let’s take a moment to understand where referrals come from. Primarily there are two sources that can provide you with highly qualified leads that are already receptive to working with you. These are:
