My Referral Source Don't Know Nuthin'

Every good business professional has a network of referral sources. If you don’t; get one, then come back and read this.

Welcome back, now that you have a referral network, you need to train them. This training will enhance the quality of your referrals and set their expectations at a workable level.

The goal is to get good quality referrals that have reasonable expectations when they walk through your door. Problems arise when a referral comes in with false or completely unreasonable expectations, which can get you started on an uphill battle right out of the gate. Worst of all, it can put pressure on you to perform; that is, to cut corners and force the client’s needs into a product that doesn’t exist or service that you cannot ethically provide .

Here is an example of a situation that happens far too often in the real estate finance industry: