Taking care of your customers before, during and most importantly after their loan closes is what generates referrals and will keep your referral tree growing in a healthy fashion.

Other than providing outstanding service staying in touch after the sale, the best way to grow your tree is to look beyond the future immediately with all of your clients. Your knowledgeable and reassuring words that tell them that mortgages are something they never need to worry about again.

Don't come on too strong though. All of this "creating customers for life" stuff can be a little intimidating to a person who just met you. Besides creating is not a verb that suits the customers wants and needs very well. It suits your needs, not theirs. Plus life is a long time and a little longer a time frame than most people envision themselves to be in the market for a mortgage.

Rather than making a customer feel like they may be obligated or stuck with you forever, let them know you are good, you care and that you will be there for them in the future. Because that is what they really want.