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Mortgage Lending Mastery

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Feb 9, 2017

In this episode, I get to sit down for an interview with Michael Griffiths, the #1 authority on Referral Marketing Training. Find out how you can grow your practice by building a great referral team that just keeps giving!

 

Key Takeaways:

[:30] Jennifer introduces her guest for today, Michael Griffiths.

[2:14] How can we get more referrals?

[4:34] How do we get around to having conversations about strategy?

[8:40] Accountability to each of your profitability partners is crucial!

[9:15] If you're helping 6 people get 3 things done each week, you're also getting 18 things done for you in return!

[10:53] Michael shares a little about supergroups, also known as a powergroup.

[13:20] Is it possible to have multiple supergroups?

[15:13] What kind of members should you look to recruit as your profitability partners and supergroup members, and how do you decide who should be in which category?

[17:29] What other factors should you consider, when picking people for your referral team?

[19:30] There are three other groups you should have, to increase your referral rate. First, have 12 cross-promotion partners.

[21:30] Content-distributors is another group to help increase your network reach.

[22:18] How is content-distribution different from cross-promotion?

[23:08] Affiliates are the last group, but paying for referrals is not something we are able to do in the lending space.

[25:51] There are two reasons why most referral relationships just fizzle out and why people don't generate as many referrals as they should — communication, and we don't train our partners.

[27:50] Jennifer finds being stereotyped as a mortgage lender, the most challenging part of getting referral partners. Does Michael agree?

[31:56] What does Michael have to say to people who think they're not going to the right places to network.

[34:54] There is a lack of understanding of the actual referral process. What are we missing in the actual referral process, that could help us convert more of the referrals?

[37:25] You can get a training manual to train your referral partners to be good referral partners, at referralmarketingguru.com.au/manual

[39:25] Thanking people for great referrals is important — how you do it can extend the life of the relationship, or kill it.

[41:14] How does the supergroup relate to the referral process? How do we get to know our group members more intimately, to be able to relate to them better?

[42:16] Visibility is not all that. It's about using your networks correctly.

[46:21] What can we do with the clients we already have?

[00:49:21] Michael leaves us with some words of wisdom — it always starts with the way you think.

[50:55] What do you do, when you feel like you give but don't receive?

[52:27] Check out Michael's website for a whole lot of great stuff to help your business!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Referral Marketing Guru

Training Manual by Michael Griffiths

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