What Would You do if an Alliance Partner Prospect was your Client?

I'm a hot prospect for many home improvement service contractors such as plumbers, electricians, flooring companies, painters, general contractors, handymen and carpenters.  My wife and I just purchased our next home and we're making improvements before we move in. 

As a Mortgage Planner, at some point, most of my clients will need these types of services.  Because my business is by introduction only, I am a recognized source for referrals involving any service or product involving home ownership.

I intentionally let each contractor know what I do for a living when I speak with them.  I expect that they would immediately understand that I represent more value than a quick buck.  Amazingly, of the at least 35 service providers my wife has spoken to in order to filter proposals, at least a dozen of them know I'm a mortgage professional.  Only one representative recognized and addressed the value of a continued referral relationship during our conversations and negotiations. 

Undoubtedly, client advocacy is the least expensive and most powerful and effective lead source available to any business.  There is no better way to prospect for business.  What are these company representatives thinking (or not thinking)?

What do you do (or not do) to recognize the lifetime value of your client or prospect? 

What do you do differently when your client or prospect is a professional introduction gateway to future prospects?