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The holiday period has different meanings for different businesses. Some slow down and others are at their busiest, but for many brokers, January is a great time to consolidate referral partner relationships and strengthen these alliances to move forward more successfully into the New Year.
All brokers offer a valuable service to clients and it’s usually for free. During this summer holiday period you can re-engage referral partners by meeting with them and reaffirming why their relationship works well and why it is good for their client. You can share examples of how you have helped each other’s clients over the past year and plan initiatives that are mutually beneficial.
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Now is a great time to create giveaways, host events or offer discounts in line with your referral partners. If you know a real estate agent, now is a good time to go to auctions and open houses, being present when your services are required. If you know the owner of a hair salon, perhaps you could offer a free cut, colour and blow dry with each new loan. For brokers who partner with accountants, they can discuss a quick monthly mail-out to the accountant’s clients, which can include information on changes in the market such as rates and bank policies. There are many possibilities to create win-win scenarios for brokers, referral partners and their clients.
Referral partner arrangements often take time to nurture and require an element of patience, but with a well-aligned strategy both the broker and the referral partner can help to give their clients a better overall service and further benefits. If you find yourself deliberating about whether or not to re-engage your referral partners, keep in mind that if you don’t do it, it’s likely another broker will.
