I was at a golf outing last night and saw some marvellous networking going on. The kind you sometimes observe where people are rushing up to other people and saying: " I was just talking to Mr. (or Ms. X)and they need ...(your service/product) because they ......! Here's his card, I told him you'd call him tomorrow." The recipient of the referral would say "Thanks" and moments later was doing just about the same thing with someone else: "Call so & so. They NEED you!"

Being a fascinated observer of the human condition, I wondered how people get to the point where they spend more time actively giving out business to their friends and less time actively looking for business for themselves.

I noticed those referral givers:

*Tend to actively listen.

To what you do.

To what other people need.

They often play match-maker and help others do more business. Very little "I-Talk"; a lot of "YOU-Talk".

They find ways to demonstrate (not talk about) their own personal expertise! (It's not always specific expertise. It may be style, follow through and professionalism.)

*Were all very successful and very active in that group for more than a year.

*Had found a home in this group by offering their services to the group in a helpful manner to show off their skills and knowledge. They did jobs that were hard to fill.

"I'm a finance wizard. I'd be happy to do the group's books."

"I'll sell those raffle tickets. I've been an auctioneer for ten years. "

"Marketing is my specialty. Would you like me to design that flyer?"

After people have actually seen someone like that in action, doing what they do well, it is easy for someone to say: " You need a mortgage? You've got to talk to So & So! She's a Loan Officer! We had a fund raiser and she took over organizing the volunteers. She put together time lines, work schedules, job descriptions. I have never seen anyone so well organized and detail oriented. She has to approach lending the same way. Call her before you get your mortgage!"

Linda Brakeall is a nationally recognized expert on marketing, communications and presentations for loan officers.

Author of HOW TO GET MORE LOANS FROM REALTORS. LBrakeall@Compuserve.com.

For information about audio tapes or seminars, MORTGAGE UNIVERSITY or TRAINER ON RETAINER programs, call 800-662-7248.

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