What have you done for me lately? is hardly the mantra of a professional who is putting their clients' interests first.
Is it me? I read a blog post this morning in which the author asks whether or not she should stop referring her clients to a mortgage professional who, by her own account, does a top-notch job for her clients.
He's efficient, thorough, and gets the job done. So...what's the problem? Glad you asked. The problem is that "he doesn't reciprocate." The author has sent him lots of business, and he hasn't returned the favor. In fact, she even informed him that he'd better remember that business referrals are a two-way street or else she would cease to refer him.
It's clear that the author knows how to do her job. She obviously knows a good mortgage pro when she sees one, and she recognizes the value he provides to her clients. However, I can't help but walk away from her post believing that she feels cheated. He does a good job but...
But what? He does a good job. Isn't that enough? Isn't that what we expect? Isn't that what we look for in the service providers we recommend? In today's world, a great mortgage pro is worth his/her weight in gold. To stop referring an excellent provider simply because they don't return the favor, regardless of how good a job they do for our clients, is just a wee bit self-serving, is it not?
Want to grow your business? Give your clients the very best. Refer them to the very best.
Do that and watch what happens...when someone asks them to refer the real estate agent they believe is the very best, they will undoubtedly think of you.
That's the two-way street you'll find my business on.
******************************************************************************
Stay on top of what's happening in Real Life and Real Estate in
New Hampshire's Beautiful Monadnock Region
*******************
Kim Brown, REALTOR
~CALL~ 603.545.1632 ~TEXT~
Diamond River Realty LLC
~ 603.358-3123 ~
~ 138 School Street, Keene, NH 03431~
That mortgage officer is worth his weight in gold.....multiple deals and no headaches....
Couldn't agreee with you more...and I did disagree with the disgruntled poster who wanted more than great service.
Barbara--agreed!
Glenn--I know exactly where you're coming from. ;-)
You're right on the money Kim, I couldn't agree with you more.
Kim, I send a lot of business to a guy in Manchester, not because he is local and feeds me deals. In fact since my first transaction with him 26 years ago, he has never sent me a deal. But that is not why I use him...it is because when a client goes with him it gets done with the least amount of complications, and silly requests...I can count on this guy to close the deal without hearing from him daily. I used a local guy a few times, but I had to hold his hand on each deal, and he just purchased property using another agent. I am happy for him and know there was no way for him to win...with 5 real estate offices with in a mile of his business, I would rather give the finance business to someone that gets it done and is too far away to feel like we owe each other anything.
Roger--thank you.
Steve--the referral goes to the person we believe will do the best job. Our clients deserve no less. Obligation can be a dirty word, unless we're referring to our obligation to putting our clients' best interests first. Your local guy probably fretted about which brokerage to go with. Most people know more than one agent. You, my friend, have the right attitude!
You are absolutely right. Our main concern should be to take care of our clients. When our clients are happy, THEY will refer their friends to us.
Right on, Bob...If the client ain't happy, ain't nobody happy!
Well said Kim!!!! Surround yourself with great people and great things will happen. I am so thankful for the great people I have around me, they make me look wonderful and things happen the way they are suppose to happen.
Christine--My thoughts exactly! I don't take the "what's in it for me" approach. I want my clients to have the best possible service and experience. Perhaps I'm naive, but my feeling is that a team works toward a common goal. (That goal is to do all we can to provide excellent service and the desired result for our clients.) If we focus on what the other team members are doing for us, how much of our effort is diverted from the client?
Satisfied cients are the goal, and in turn, they will refer those who accomplish that goal and go over and above the clients' expectations. That's the reward for a job well done. I treasure those providers who share that goal and execute brilliantly. They can play on my team anytime!
You got it. Payback is getting the job done. Right, the first time. Course a nice Thai lunch won't hurt. Maybe I'll pay him back for doing a great job. He knows what to order.
I think I see both sides of this. If he referred a buyer to her wouldn't she in turn use him for financing ???
Ross--any mortgage pro who can get the job done right the first time and ahead of schedule with a minimum of hassle is tops in my book and worthy of my referrals. That's all the payback I want or need: take great care of my precious clients!!! A pro with a knack for choosing the best on a menu? Icing on the cake. ;)
Michael--I believe her point was that since she'd referred buyers to him, she expected (near-demanded) that he do the same. I don't think finance guys/gals are in the same position to refer to Realtors. Many times buyers seek out an agent first...then proceed down the financing path. If a mortgage pro sends a referral out, great. However, if that pro exceeds expectations and provides the very best service, that's all the reciprocation I need. I wouldn't stop referring my clients to him simply because he doesn't return the favor...it's not about what's in it for me, it's about what's best for my clients.