689: “Scott, I gave your name out to a client” - The Weekly Broker Breakdown 1

What do you say when a realtor gives out your name, but the client never calls?

This is Episode 1 of a new series we’re calling The Weekly Broker Breakdown where I tackle real questions, real situations, and real wins from our coaching community.

In this kickoff episode, I’m diving into one of the most common broker pain points: how to handle the vague “I gave your name out” referral and turn it into an actual conversation. I also cover simple CRM fixes and smart follow-up strategies that keep deals from falling through the cracks.

These are bite-sized, tactical episodes you can use right away to grow your business.

What We Cover:

• Turn Your CRM On Already – Why waiting for perfection is costing you conversations and deals.
• How Often to Update Referral Partners – Why more communication is always better than less (and how to make it automatic).
• The “Name First” Rule – The one question you must ask when a realtor says they sent someone your way.
• Live File vs. Lead – How to tailor your follow-up based on where the client is in the process.
• Use the Mess – How “broken” automation can actually create trust and start conversations.

You don’t need more leads. You need to stop losing the ones you’ve already got. Clarity, consistency, and a few key questions can turn “maybe” into momentum.

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I Love Mortgage Brokering: www.ilovemortgagebrokering.com

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To see how top brokers are keeping clients engaged and generating leads from their database, visit ownwell.ca/scott.