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To pay or not to pay for leads!? What a good question. 

• When you are looking for leads and building referral partnerships, you need to ask yourself the question; are you willing to pay for those leads? 
  
  
• It’s hard to stop paying for leads once you have paid for them. 
  
  
• If you’re going to send referrals based on someone’s capacity to do that job, then you can hold them to it. If it’s purely a dollar amount, it becomes very transactional. 
  
  
• You don’t want referral partners who are just referring you for a financial kickback. It needs to be about more than the money. It needs to be about a relationship. If you’re working with a referral partner who is purely interested in the money, then it’s not the right referral partner for you.
  
  
• Shared values, shared reputation - find a referral partner who shares the same business values because then this relationship will be a fulfilling long-term relationship and not just about the dollars. 
  
  
• Referral relationships can be much more substantial than just a ‘clip the ticket’. 
  
  
• For early days as you get started in broking, find a business partner who is on a similar stage of business with you. You’re looking to have a balance of power and a balance of growth so you can build a sustainable business relationship together. 
  
  
• If you can do your job brilliantly, people can see how good you are at what you do, how well you communicate with all parties, and you can impress your clients and their professional team in the moments that matter, people will want to do business with you and naturally refer you. 

Key Quotes

“Where do you start and where do you want to end up? When you start paying for leads it’s very hard to stop paying for leads”.

Ruan 

“If you are going to enter a relationship where you are going to pay for leads, then the relationship has to be built on more than just that...otherwise, the relationship won’t last.”
Marissa 

“It’s about finding out what is the most valuable thing you can do for a referral partner (other than the commission exchange) and strive to do that”.
Marissa

“A lot of brokers miss the moment to ask for referrals. You need to ask for referrals. At the end of the day every time you ask, you learn more about people.”
Ruan

Thank You to our presenters: Ruan Burger and Marissa Schulze.

Thank You To Our Hosts: Ruan Burger and Marissa Schulze

More From Marissa and her company, Rise High Financial Solutions:

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More From Ruan and his company, Success and Broker:

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