How I Turn a Lottery Ticket Into Repeat Business.

I can tell you one thing with absolute certainty: your contacts are your marketplace. They are where every opportunity begins — and if you’re serious about building a referral-based business, this is where you need to start. I’ve built my career on this principle, and I even created a software platform — SavvyBroker — designed specifically to help mortgage brokers and loan agents manage their book of business using this exact mindset. It has helped mortgage brokers across the country save time, stay organized, and make more money by turning their contact lists into active, referral-generating pipelines.

Saying Thank You (Like You Mean It)

Saying “thank you” is one of the best and most powerful things you can send to a client or friend — and yet, most people don’t do it consistently. Why? Because they don’t have a system. They don’t know who they should thank, when, or why. And so — even with the best intentions — it slips through the cracks. But a real business — a referral-based business — is built on relationships. And relationships are built on appreciation. That’s why a "thank you" is not just a nice touch — it's essential.

So What Deserves a Thank You?

Here’s how I break it down: - When someone closes a loan with me — yes, obvious. - When someone refers me — even more important. - Even if the loan doesn’t close, the act of referring me is what matters. They put their name on the line for me — and that’s worth a thank you. - When someone gives me a warm introduction — they deserve one too. - Even when someone simply supports my business with encouragement or shares my post — it’s worth recognizing. The more specific the thank you, the more meaningful it becomes.

The Real Problem: No Procedure = No Follow Through

What stops most people is not the desire to be grateful — it’s not having a set routine for how and when they express that gratitude. That’s why I treat a "thank you" just like I treat everything else in my business: I create a system. It could be as simple as: - Take the time to pre-write a few thank-you statements. Let’s be honest — there are only so many ways to say “thank you,” and having a few go-to messages on hand can save time and reduce friction. Here are a few I use regularly: 1. New Client: “Thank you for working with us. It was a pleasure to connect through this process.” 2. Returning Client: “It was great to reconnect, and we truly appreciate your continued support.” 3. Referral Thank You: “Thank you for referring [insert name] — I really appreciate your trust!” (And yes, I often include a lottery scratcher with this one. It’s fun, lighthearted, and people remember it.) The method doesn’t matter as much as the consistency. If you want people to remember you, make sure they know you remember them.

Next Up in the Series…

Over the last few blogs, we’ve laid the foundation for a powerful referral-based business:

1. Your Contacts Are Your Marketplace – How to organize and segment your contact list.

2. Build Your Marketing Engine – Creating a 12-month marketing plan that actually gets results.

3. Follow-Up or Fail – What to do after you meet someone to stay top of mind.

4. The Power of Thank You – Why appreciation is essential and how to systematize it. Now that you have systems in place for organizing, marketing, following up, and thanking — it’s time to go out and meet more people.

In the next blog, I’ll talk about the power of networking, or as I like to call it in my book: “Socialize, Socialize, Socialize.” I’ll share my best practices, favorite spots, and mindset tips for building strong, authentic connections that fuel your business for the long haul.

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