A simple referral strategy

DLC Platinum Group’s Tracy Valko opened up her own franchise in 2012 and has brought with her a family approach to mortgage broking.

“My approach for generating referral business is very simple. My clients are not just a client, they are extended family to me,” she told MPA sister title Canadian Mortgage Professional.

“During the year, I host annual client appreciation events where all my clients and their familities can attend.”

An avid hockey fan, Valko takes advantage of Canada’s favourite game – as well as other events – to better connect with her clients.

“I support our local hockey association and I have season tickets to OHL games and concerts that come to the local arena. I invite clients and referral
partners to enjoy various events during the year,” Valko says.

“Showing my appreciation to all my clients and business partners for trusting me to assist them with their personal finances, and together with my business partners trusting me with their clients, establishes a stronger connection with each and every one of them.”

She values her clients and shows that appreciation by always being no more than a phone call away.

“Honesty, integrity and sincerity are the best approach in dealing with all my clients and referral partners that work with me,” she says. “Being straightforward with any questions my clients may have, is my approach to establishing the trust between both parties.”