So, you just completed a deal on time, and without issues. No better time to ask for a referral. But what if your client has nobody in mind to recommend to you? I ask for the next best thing, a referral letter. Only, I don’t ask them to write one, I offer to write it for them and just have them sign it! Sounds weird right, but it works like a charm. I get a well written referral, and they don’t have to spend any time thinking of what to say.
The key to writing a letter like this is to identify three or four benefits in which you delivered to your client. Ask them if they agree like so, “Mr. Smith, I’m pleased that we completed your loan transaction to your satisfaction. Going into this deal, I believe you will agree that we had a few hurdles to cross including a short window of time to complete your deal, your desire to use as small a downpayment as possible and dealing with your self employed status. Would you agree that I delivered on satisfying these issues?”. After the client agrees, I ask if they would be willing to sign a referral letter that covers these issues. I tell them, “I’ll write it to save you time, you can edit it however you wish. Nobody has every edited one of my letters. Here’s an example

To whom it may concern:
Todd Carpenter was recently worked with me on the financing of my home purchase. During this transaction, Todd provided:

-A quick approval process to meet my abbreviated contract date.
-Several Downpayment options for me to work with.
-Flexibility in documentation requirements for my income.

I highly recommend to other homebuyers that they should feel confident working with Todd in arranging the financing of their new home.

Respectfully

Jim Smith

I keep several of these letters with me when calling on Realtors. When one of my letters can address a particular concern an agent has, I now have some tangible proof that I can deliver on just that issue.

Todd Carpenter - lenderama