Here are five ways you can earn and speed up the process of trust with a person who gives you a referral:

T – Timely. Everyone knows another agent or lender. When you receive an introduction, act immediately.

R – Respect. Everyone wants to feel important. Let the referring client know how much you respect their introduction, even if the prospect chooses not to work with you.

U – Update your referring client regularly. Get permission from the new client to tell their friend that you will be updating them.

S – Starbucks. Send a gift card immediately after you receive a referral. Send the gift card before you contact the referral to reinforce the referring behavior.

T – Thank them after the transaction closes with a personal gift that is unique to them.

On Your Team,
Joe