“Some Wait for Things to Happen, Others Make Things Happen”

In my business I interact with Realtors all the time, very often in the same town and community. It is sometimes difficult to listen to some talk about how bad things are and others in the same area seem like they are on a different planet. Some are doing lots of business and I am fortunate to be doing many of those mortgages.

So, what is the difference? The difference is the ones that are doing the majority of the transactions have built a referral based business. They don’t sit and wait for the phone to ring, their phone is ringing. Here is the big secret, they also give out even more referrals than they receive and that is the way they like it.

I was standing in a line today, got to talking to the person in front of me, real estate came up in conversation. He told me he has been looking for a home and was planning on moving early next year. I asked him if he already had a Realtor, not as of yet he told me and asked do you know a good one. He gave me his email address and I told him I’ll send him a referral. How about home inspector, he told me he hadn’t thought that far. I told him I would send him a name as well.

Then he asked the $64,000 question, what do you do? I told him I was in the mortgage business. He told me he’s all set there as his close friend was a banker. I told him to stick with someone he knew and trusted, but wanted my card all the same. Then I also asked him about an insurance agent, attorney and mover. I laughed at his next comment, you are still willing to help me out even if I’m going somewhere else for a mortgage? Yes, all of us in the industry that do a good job always need to make sure the public gets the best possible home buying experience.

I am absolutely sure that many in the mortgage and real estate profession might have a similar conversation with this guy and others would just have waited in line.