See which branch refers clients, and what that earns
Your mortgage adviser works in KeyVue too: the referral arrives on the adviser's dashboard, and the outcome comes back on the lead, with the commission attached. The reporting shows, for each branch, how many sales there were and how many mortgages came of them.
Referring is part of the subscription; the overview per branch is part of the Reporting module.
Sale orders & mortgage orders
Totals in selected period per team
| Team | Number of sales | Number of mortgages | Mortgage turnover |
|---|---|---|---|
| North | 24 | 9 | €27,900 |
| East | 20 | 1 | €3,100 |
| South | 15 | 6 | €18,600 |
Sample data from KeyVue
How do you keep track of referrals to your mortgage adviser?
By recording the referral in the same system as your leads, and having the adviser report back there. In KeyVue you refer a lead to your in-house mortgage service or an external adviser. The adviser picks it up in KeyVue, you see the outcome and the commission, and the reporting shows it alongside your sales for each branch.
Where referrals get stuck
What KeyVue does about it
The referral drops out of sight
You pass on a name and phone number by email or phone. What the adviser did with it sits in the adviser's system, not yours.
The adviser reports back in KeyVue
The referral sits on the adviser's dashboard. After the meeting, the outcome is added to the lead as a note, where the agent who made the referral can read it.
Unclear whose referral it is
If a referral counts towards a branch target or a bonus scheme, there has to be a record of who brought the client in. Without that, it becomes an argument after the fact.
Credited to agent and branch
Every referral is credited to the agent and the branch that brought it in, with the mortgage and the commission that came of it.
Many sales, few mortgages
A branch sells twenty homes, and one mortgage comes of it. In a revenue overview that doesn't stand out, so nobody asks the question.
Sales and mortgages side by side
The reporting puts each branch's number of sales next to its number of mortgages. One table shows you where the gap is.
Months between referral and mortgage
Many buyers want to know what they can borrow before they start looking. A referral made this month sometimes only becomes a mortgage six months later, and until then it seems to have produced nothing.
Open referrals count too
The lead stays open in its stage until the mortgage completes or the client drops out. That way you also see what is still in progress, not only what has already closed.
How a referral runs
Referring can be an admin task: the lead is logged, and that's where it ends. Or it can be a sales process, with a target per branch and a monthly review. This is how it runs as a sales process.
- 1
The agent asks the question
At the viewing or the valuation, the agent asks whether the client already knows what they can borrow. If the client wants a meeting, the lead goes across, with their consent recorded.
- 2
The adviser sees it arrive
The referral appears on the adviser's dashboard, with the agent and the branch attached. The adviser calls the client and books the meeting.
- 3
The outcome comes back
After the meeting, the adviser updates the stage and adds a note to the lead. The agent who made the referral sees what the meeting produced without having to call.
- 4
The follow-up is scheduled
If the client is still looking, the adviser schedules a follow-up. If it becomes a mortgage, the commission is recorded on the referral.
- 5
Reviewed per branch every month
The reporting puts each branch's sales next to its mortgages. You use it to review with each branch what its referrals produced, against the target you set for that branch in KeyVue.
Why your agents should ask
Often, whether a branch refers clients comes down to one question at the viewing. These are the arguments for asking it.
A more reliable bid
A buyer who has already spoken to an adviser knows what they can borrow and what a higher bid costs per month. That bid is more reliable, for the buyer, for you and for the seller.
Almost nobody drops out
An adviser who works with KeyVue sees an extremely high conversion rate: almost everyone who has a first meeting after a referral goes on to take out the mortgage. Those who drop out usually already have an adviser through family, or there was no rapport.
Asking costs nothing
The agent doesn't have to sell anything. If the client says no, the conversation picks up where it left off. If the client says yes, the agent has provided a service that strengthens the relationship.
Make it a habit
New agents think about viewings and sales, not financing, and don't always know what to say when the client already has an adviser. A target per branch and a monthly overview turn the question into a habit.
Further reading
How to set up referral agreements, settle referrals and compare them with your other lead sources.
- Referring leads to your mortgage adviser: how to keep track of the commissionReferrals happen every day, but what they deliver isn't recorded anywhere. Here's how to capture it.Read more
- The quarterly report for an estate agency with multiple branchesWhich figures belong on the table when you have more than one branch.Read more
- Which lead source wins the most instructions? Here's how to measure itCounting leads is easy. Seven things to record so you can see which source delivers instructions.Read more
Frequently asked questions
Yes. The adviser gets their own login and sees new referrals on the dashboard. After the meeting, the adviser updates the stage, adds a note to the lead and schedules a follow-up where needed. The agent who made the referral sees the outcome without calling or emailing.
Yes. You refer in the same way to your in-house mortgage service, a sister company or an independent adviser, and to a fellow estate agent too. What you may pass on and what fee you may agree are governed by the Wft (the Dutch Financial Supervision Act). Our article on referrals sets out the rules; have your arrangement reviewed by a Wft lawyer.
Until the mortgage completes or the client drops out. Many buyers want to know what they can borrow first and only find a home months later. Agree with your adviser how long a referral counts, for example twelve months, so a client who comes back later doesn't lead to an argument.
Referring, with the commission per referral, is part of the subscription. The overview per branch, with sales and mortgages side by side, comes under the Reporting module; the prices are on the pricing page.
See what your referrals earn
Book a thirty-minute demo. We'll show you how a referral runs through KeyVue: from the agent to the adviser, and back into your reporting.