We all know (or should know by now) that one of the keys to obtaining multiple referrals from the same person is to thank and acknowledge each referral along the way. With that said, please make it your practice to thank people for referrals immediately after you are contacted rather than waiting until the closing.

Why? You ask. remember that just because a transaction did not close does not mean it wasn't a referral. Your customer tried and they did their part. Just because something happened that cause the transaction to not occur or the borrowers went elsewhere is no reason to withhold your thanks!