Could You FORCE A Referral?

Wouldn’t It Be Great If You Could FORCE A Referral?

This is a question that has always puzzled me and I think I found a solution I wanted to share with you. Realtors are always looking for great content to provide to their buyers while exposing themselves ( not literally).

So Why Not Give It To Them?

Yes- newsletters work by mail and e-mail but here’s an idea for you try.
Below is a video of my regular appearance on NBC locally. In this video I explain the mortgage process and why not Getting Pre-Approved could cost the buyer 1000.00 dollars.

YES- I did this on TV – but that’s part of the shameless self promotion that you see me advocating.

But you could also do this simply in front of a camera yourself- or even on your phone and then upload it to YOU TUBE and share the link. I encourage my Realtors to put it up on their own website.

So now their prospects see me whenever they are on the Realtors site or Facebook page- and guess who they want to speak to?

Pretty clever way to FORCE the referral by providing great content

Give it a try and let us know how you do.

Heck- this is only a 2 minute video

If the player below isn’t working click here

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Brian Sacks – Top Originator


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You know the old saying about what happens when you ASS-U-ME right?

I just got off the phone with a client who closed a few days ago.

Now I am very deliberate and have an elaborate system of stimulating referrals from past clients.

They are added to my newsletter – they are added to my weekly e-mails and they are sent items in the mail including a survey with room for referrals.

But often we simply forget to just ask them for some when we speak to them.

NEVER EVER ASSUME that just because you did a great job anyone will remember who you are or refer you to a friend.

In fact- marketing experts tell us that for every month that goes by without a contact you lose 10% of your influence with a client.

After speaking to this client and wishing him good luck with his closing I simply asked him if any of his friends and neighbors were considering purchasing or refinancing.


I now have 3 new referrals!

BUT – I have asked him to call these people first and let them know that he had a good experience and that he suggested they call me!

Go ahead and ask- if you don’t ask- you can never receive!

I am off to speak in San Francisco for ACUMA which is the national association for credit unions that have a mortgage division. I will be sharing the 10 BIGGEST MISTAKES ORIGINATORS MAKE AND HOW TO AVOID THEM.

If you will be there come up and say hi your company or local MBA or NAMB chapter needs a speaker send me an e-mail to

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Brian Sacks – Top Originator


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Do You Know Mickey M? This is how to get Realtors and Other Partners

I’m sure you know that many families are struggling in this economy. The news tells us things are getting better and maybe they are for some people but many are still struggling.

Last week I got a call from one of my son’s friends Dad. He’s a great guy and has been very successful running a division of a Fortune 100 company. He was earning a major 6 (almost 7 figure) income.

He wanted to know how I knew a person named Mickey M? At first I had no idea who Mickey M. was or that I even knew him. So I asked him how he knew that I knew Mickey and what this was all about.

The week before he had lost his job and was now trying to network with people he knew. So he looked me up on Linked In and went thru my connections. He saw that I was a 1st level connection with Mickey M.


Apparently Mickey is the president of an International Executive Search firm that specializes in his industry. He wanted me to call Mickey and make an introduction since Mickey would never take his call.

I love to help my friends but I truly had NO IDEA who the heck Mickey was or how we knew each other. So I was very nervous when I first called Mickey since I didn’t want to be embarrassed.


Mickey’s secretary picked up the phone and asked my name and if I had an appointment with Mickey. I said no but then she said “Mickey is coming to the phone”

When he got on he immediately asked – “Hey Brian – How’s Matt? Has he decided which college he’s going to ? He’s such a great boy and such a talented Lacrosse player. I truly enjoyed coaching him”


My son IS a great lacrosse player and Mickey had coached him for 1 single 3 day ALL STAR tournament 2 years ago.

To be fair- I still had no idea WHO he was since my son plays in a lot of tournaments , but we began speaking and I told him why I was calling and asked if he would do me a personal favor and speak to my friend and try to help him

He then immediately called my friend and is now helping him secure a job!

Yesterday I went to lunch and he told me how Mickey is a legend in his industry but a person who is only able to be reached by CEO’s of the largest manufacturing companies not just in the US but in the WORLD. This is a person he would never ever be able to get to!


You know that old saying right-“It’s not WHAT you know- It’s WHO you know”

Now go check out your own Connections-

Who do you know?

Who should you know?

Who are you connected to that can connect you to a Realtor- Builder – Accountant- Financial Planner or other Referral Partner.

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Brian Sacks – Top Originator


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