This one goes beyond just referrals. While it's a wonderful thing to have a former client refer somebody to you, it's even better when prospective clients can read or hear experiences from those folks ... and then talk to that person who has already done business with you. Then, they reach out. Then, it's a bit more comfortable to know they know a person who can and will look out for their best interests.
At the end of the day, that's what matters to any consumer or person. (Consumers, aren't we all:-)
I've delivered more 'Bad' news than I care to share recently. That's reality though. I'm sorry, on paper you can't afford that house or mortgage. I'm sorry, your Credit Scores don't fall in line with the Lending Parameters. I'm sorry, your Credit History is such that we have some work to do. Guess what, you can probably bank on having a phone call from me sporadically until you get to the point where I can help. You're not on speed dial, but you're on my mind. I really hate failing you if you came to me during a time when you couldn't qualify for anything. My mission is to be there when you do.
Back to the title of this particular prose.
It's been said but is worth repeating; we (lending institutions) get our money from the same place. Banks are the same (that's another conversation). Many of us have different angles, avenues, and knowledge of how to make things work ... yet it's all conversation until your loan closes. You can damn sure bet that when it does ... I'll be following up with you to make sure things are OK. That's just me, I want to ensure there's a human element behind your transaction. Therein lies, the title of this post.
Awhile back, I closed a transaction for a Teacher in Harrisburg, Pennsylvania. I followed up with him regularly but didn't think twice about what is going on. Turns out, he sent an email to fellow staff about his experience with me and the next thing I knew, I was being bombarded with scenarios from that man's sphere of influence. Some of those scenarios, I could and did close. Some of those scenarios were a shot in the dark. The bottom line was simple though, his sphere of influence suddenly became mine.
When I entered this business back in 1984 2001, I was advised to contact my family and friends in the State of Pennsylvania to jumpstart my business. Afterall, that seems to be the easiest 'target' of trust there is. There was a slight problemo though, I had little family here and my friends at the time were probably more inclined to pay the bar tab than the closing costs on a home purchase. I had to do it the old-fashioned way, "Hi, I'm Jason Sardi and this is what I do for a living."
Marketing is an interesting beast, I am a firm believer in Chameleon Marketing. Adapt, Survive, and roll with the punches. Yet, sometimes 'Old Rules' are the truest form of navigation. As I grew, my business grew, my client list grew longer, testimonials started coming in. Most of which were not solicited by yours truly. They took a moment of their precious time to write about their experience with little old me. That means something.
It reminded me that my next marketing campaign won't be overflowing with charts, graphs, rates, wonders, or niche-product info ... this time, I'll let the client speak for me.
On another note, some folks miss that I include links to songs in my posts. For that, I apologize. Here ya go ...
Parking
Jason: Our BEST clients ARE referrals and your idea is outstanding! I think that we should all look to our friends and past clients to provide testimonials for us--to ALL of their friends! GREAT post!
This is a great idea. Looking forward to reading some more great tips.
Hi Jason...When someone takes the time to put on paper their good feelings about the job you have done for them that means a lot. It means a lot to me and I believe it means a lot to others.
I am constantly telling myself to do this for others and rarely do. Thank you for reminding me how much I appreciate receiving a note of thanks from my clients. I will try to do better thanking the many folks that make my life so great in many, many ways.
Kathleen
P.S. I actually ordered about a dozen assorted boxes of blank notecards from Amazon a couple of weeks ago and have only used three. The intent was there, I need to follow through.
Watch out for those tickets my love:-)
Debe - Agreed. Now I just need to implement it.
Gita - My other idea was to include everything folks said about me, good or bad. I suppose that's not prudent, but it is down my alley:-)
Kate - Intent vs. Follow through. The latter seems to be the stimulus of the desired results.
Jason,
Great Friday night song!!! Thanks, Fran
Your words? inspiring.
Your choice of music? Questionable
Fran - Thanks! I thought so as well ...
Jayne - Maybe this will do ...
Jason, when I train new agents, I can tell a lot about the probable success of their career by how they respond to one simple assignment at the beginning. This task entails writing 4 letters to one's sphere of influence within a 2-3 month period and following up. It's amazing the results this little exercise generates.
I agree that testimonials work the best. You still have to keep yourself in front of those who do offer testimonials. I have found that client memory is very short indeed.
Also - I absolutely LOVE the term "Chameleon Marketing" What a great way of putting things. Another way would be "Adopt or die."
Whoa....now next time I see a pic of you ...you better be sporting a fro and a bright orange jumpsuit lol!
Save all those testimonials!!! Those are your future references and of course great reading material right before bed.....so you sleep well that night :)
Jason,
Good testimonials give you good referrals as happy clients too, :) nice to see you and great blog ! :)
Ray Saenz
Great point Jason on testimonials being core for you growing more business. BTW, kick ass Disco Inferno song. I grew up during that era. I agree with Sally. If you had a fro that would make your AR photo even more wild : ) PhotoShop maybe?? Blog on!!!
you know I should send out a couple testimonials tomorrow - they are a great source of gaining trust for those that do a great job
Jason- Testimonials are the best! The jelly you add to the peanut butter! I love them. We just got one in writing from a short sale we closed the other day. They are taking us out to dinner too because they know the pain in the you know what we had to go through to get this deal closed. They have already referred us. We have one guy we are doing a short sale for who referred us to 3 other short sellers in just one month. Good for you! I know you deserve those referrals too, you earned them.
Jason Sardi- Great Post!
For all the other's out there in Google Land Listen Up
If I lived in PA and needed a mortgage, I would highly recommend Jason. As a mortgage professional, the things that separates the top notch professionals from the bottom feeders is being honest and genuine with people. That has always been his motto. If you are a reader or follower of his blog, you will know what I am talking about.
'You're not on speed dial, but you're on my mind' - my new favorite Sardism!
Those testimonials mean so much - especially when they are given without a request.
Great post!
Jason,
Testimonials are very important. I have them plastered all over my profile page at the bottom. I have more but I figured anyone who reads them will get the gist. I do get comments on some of them. I'm surprised they even notice them but I guess you can't go wrong with feedback from people that were happy with your service.
You said: I've delivered more 'Bad' news than I care to share recently. That's reality though.
I have too, Jason. Not on loans but on what the sellers can realistically expect to get for their home. I am a very up person, but there are days, I just don't think I can take it, being the bearer of bad news.
That is a great testimonial from your client.
An early birthday present for the guy who has it all...
Jason: I love testimonials too. Have each one I get posted on my AR profile and my own personal website.
Yes, you are right. Testimonials work!
www.PippaMAC.com
Jason- Another 'this is what I am" post. I believe that with all the Marketing that you are doing, sooner or later you will have more good news to pass to people.....it will all change again.
Hi Jason,
Now tell me about that photo! I must have missed something.
Cynthia - I had nothing to do with that, it seems a young dame broke into my account and took creative liberties with my photo. As far as what it is about, click on the link on my post and it will all make much more sense:-)
Kathy - Rainbows tend to be seen after storms ...
Pippa - If that's your name ... way cool!
Chris - I have some posted on my profile, not all though. Actually, one of the best was a two page hand-written letter. She, ironically, lives in Harrisburg, Pa:-)
Jennifer - I owe you one missy!
Missy - Often times we don't get paid to educate, but it will definately pay off in the end. I'm not sure that has anything to do with your comment, but for some reason your comment reminded me of that.
Neal - Agreed man. I will never forget the first one I got, it made it all that much more worthwhile.
Virginia - Thanks! I hope you are keeping track of those 'Sardisms' ... I've lost count:-)
Gary - Wow man! Thank you very much. That's a high honor I hope to be able to live up too.
Katerina - I believe I saw that on a recent post of yours. They are rewarding in of themselves, that's for sure.
Thesa - They are a wonderful source of gaining trust. Probably not utilized enough in many of our marketing efforts.
Gary 'Freaking' Woltal - Ahhhhh, so your the inspiration behind Jennifer's antics:-)
Ray - Good to see you as well man. Have a great weekend!
Sis - And it appears you are in on it as well!
Ruthmarie - Thanks. There's no substitute for remaining in front of folks at all times. As you mention, memory tends to be short-lived. I guess that is the opposite version of out of sight, out of mind marketing ...
Lola - Great exercise! My guess is that you are a phenomenal mentor. I give that same piece of advice to anyone starting anew in this biz.
And here you go Jennifer:-)
Jason,
I never knew you were part of the original 'Jackson 5'...Lol Thanks, Fran
Letting the past client speak for you is the ulitmate in marketing! Now, exactly who are you supposed to be Mr. Sardi...I agree with Fran..Jackson 5???
Fran - I'm a moonwalking fool my friend:-)
Diane - Click here!
Thanks, Jason. The second selection is a personal fave..
Jason - Your musical selections were improving - Then BAM...What happen?
P.S. Love the fro.
Hi Jason,
I didn't recognize you, did you do something different with your hair...;)
Love testimonials they speak volumes!
Your photo? About the time I get use to one look, you change it !
I was wondering about the photo too, even with a pick...I am sure I like the one of you in the white shirt with the phone :)
Jayne - I still have Western, Pa blood ...
Sandra - Are you telling me you wouldn't listen to my Radio Station Compilation? As far as the fro, thank Jennifer:-)
Suzanne - That they do.
Missy - As Rowdy Roddy Piper once said, "Just when you think you know the answers, I change the question." Ok, that's a bit dramatic. The guy was a heck of a talker though:-)
Kathy - Actually, the photo you speak of is an off yellow shirt. Thank you my dear!
Another music link ... or commercial break. Take your pick:-)
You crack me up kid! OMG....I can't believe...it's so you....I sure would love to see you do those moves with the guys LOL! Thanks for the laugh lil bro :)
You're such a nut...Gary and I are cracking up...last night he heard the music and took a break from his game to see what's up.....now I showed him your pic ....lol!
Jen....how do you like the new look LOL!
Wow - great improvement on the pic, Jason! I knew that other FBI pic was a fake! Be yourself!
Sardi, I couldn't figure out which one in the video was you, must have been the short one
Jason, Great Post!!!! But even better pic! Where is the Disco ball?
That's a great comment Hugh:-)
Seemed fitting for one of your blogs Jason
Loving the new look........... Makes me want to run out and get a perm.......... woooohooo Disco infernoooooooooooooooo
I live and die by the testimonials of others. I've built my business with Activerain, but the referrals I've gotten from Activerain clients are what has propelled me! I love it when some one refers me as it is the truest compliment I can receive.
Sorry, I can't resist.
Testimonials are one of the best kept secrets to marketing almost any product or service..
Testimonials & referrrals are the lifeblood of any great service-oriented industry. They give you instant credibility & an elevated position in building a solid relationship built on trust.