Are You Playing the Long Game or the Short Game in Your Business?

In the ever-evolving world of business, the strategies we employ can significantly impact our long-term success. Recently, our sales team had the privilege of learning from Mark Milan, the President and Founder of Highland Mortgage, and a top 1% mortgage originator in the country. Mark posed a thought-provoking question: Are you playing the long game or the short game in your business?

Mark's insight was profound. He emphasized that the short game can be incredibly frustrating, especially in today's challenging economic climate. However, he offered a compelling perspective: "You don't want a referral-based business; you want a referral-based life."

What Does a Referral-Based Life Mean?

Let’s break down this concept. A referral-based life transcends the traditional notion of a referral-based business. It's about viewing every interaction and opportunity as a chance to generate referrals. This mindset shift can be transformative.

When I was a mortgage originator, I spent a considerable amount of time networking. Every networking opportunity was a chance to ask fellow business owners a crucial question: "What type of clients are you looking for? What would a good referral look like for you?"

This question stemmed from genuine curiosity. I wanted to know how I could help others, whether through my business connections or within my circle of friends and family. Naturally, this reciprocity often led people to ask me the same question, giving me the chance to share what a good referral looked like for me and the kinds of problems I could solve.

The Power of Genuine Connections

Over the years, I noticed a remarkable trend. I received numerous calls from my network asking for recommendations: "Hey Bryan, do you have a lawn guy? A pest control guy? An XYZ guy?" By consistently passing on these referrals and living a referral-based life, I found that business naturally flowed back to me.

This reciprocal flow of referrals wasn’t just about business; it was about building a community of mutual support. Those same people to whom I referred business often referred clients back to me, creating a thriving ecosystem of trust and collaboration.

Embracing the Referral-Based Mindset

I encourage you to adopt this mindset. Every person you meet is a potential referral source. By genuinely engaging with others, understanding their needs, and offering your help, you build lasting, meaningful connections that benefit everyone involved.

Remember, there are countless ways to generate referrals to boost your mortgage business. As you go about your day, keep in mind that every interaction holds potential.

If there's anything you need, please know that I'm always here to serve.