Your Clients Want To Refer You. They Just Forget.

Whenever I speak to a room full of mortgage brokers, I ask the same question:

Have you ever had a client say something like, “Hey, is it okay if I refer you to my brother?”

Almost every hand goes up.

Which tells me something important.

Most clients actually want to refer you.

So why don’t they do it more often?

Simple.

They forget.

Mortgage brokers love to believe that if they provide amazing service, referrals will magically appear.

Unfortunately, that’s not how human beings work.

Think about your own life for a second.

I guarantee there are businesses, professionals, or service providers you genuinely like that you haven’t referred a single person to in the past year.

Not because you dislike them.

Not because they did a bad job.

You just got busy.

Your clients are no different.

When I was brokering, I did a lot of things wrong.

But one thing I was relentless about was asking for referrals.

I asked constantly.

Honestly, I was like a four-year-old asking for dessert.

And while some brokers around me were technically better mortgage brokers than I was, they got fewer referrals because they rarely asked.

Here’s the lesson.

Referrals are not just a reward for good service.

They are a result of consistent reminders.

The brokers who win referral business are usually not the most talented.

They’re simply the most memorable.