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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