Branch Managers

Every now and then I have to get something off my chest. So just bear with me as I grab the mic and stand on my soapbox…

I got a message from “an expert” the other day that said it can be awkward asking your past database for referrals and when you do, the typical “if you know anyone looking to buy a home, please refer me” just isn’t effective…blah blah blah

I love it when people tell me that the very thing that brings my own personal team literally hundreds or even thousands of loans each year, including hundreds this past month doesn’t work… right as we are doing that very thing and setting record numbers.

It’s like watching a plane flying overhead all while saying that humans will never fly…. Crazy.

I have noticed one fact though, 100% of the naysayers either close a total of zero loans themselves or for their team, or 100% of them close less than my own personal team. Literally all of them close less, I have found no exceptions.

None of that bothers me at all. None.

What does bother me is to discourage loan officers from taking the very action that would, and for those already doing it, is the very activity that will/ is enable(ing) them to feed their family all while helping the maximum amount of families in their community.

The last thing our industry needs right now is for any of us to discourage our fellow brothers and sisters mortgage pros to stop doing every activity that will give them their biggest results.

I see this same thing when “experts” advise LOs to not call on Realtors when 67% of all purchase loans close with the loan officer that their Realtor recommends… I would say it’s crazy, but it’s far worse than that…

… they are doing it, not to help any of us, not to help move anybody forward..

… no, they are doing it to make a buck at others’ expense.

Hurting others for their own profit. That’s the only part of all this that really burns my butt.

So here’s the truth:

Calling your past database and your sphere of influence will likely be one of the top 1 or 2 activities you can ever do for your mortgage business.

Both myself and together with my own mortgage team have closed many thousands of loans marketing to my / our past database. Keep in mind it all started with a past database of literally 1 person. So you don’t need a huge database to get started, but you do need to do it to BECOME huge.

The script that I have tested, measured, tweaked, and adjusted comes to this basic formula:

A) Re-introduce yourself to them
B) The stated purpose of your call is to simply thank them for letting you help them in the past.
C) Have them write down your phone number and let them know to call you any time they have questions.
D) Ask them if you can count on them to give you a call when a friend, family member, or co-worker is looking to buy, sell, or refinance.

And that’s it.

No weirdness, nothing hard, just simply thanking people. And I find you never do that too often.

Oh, it just flat-out works… for my own personal team, this very month, and for thousands and thousands of LO’s across the nation.

Yeah, I do this weird thing… we actually do the very thing that we teach and get actual results from it as one of the top mortgage branches in the nation. And yes, I’m very proud of our team for leading the pack.

<stepping off of soapbox and putting my muzzle back on… for now>

It’s no secret that the bulk of our referrals come from agents who have closed 8 or more buyer sides in the past year.

However, my mortgage team and I have also seen a significant number of closings from agents who only complete a few deals annually.

Wait, whaaaaat

You might wonder how we manage to achieve this feat, given that it involves collaborating with hundreds of these lower-producing agents to get even a handful of closings each month. The secret to our success lies in a strategy we’ve perfected over time, which we call:

High Touch, High Tech, Low Time

This approach ensures our referral partners receive personalized attention (High Touch) through the use of advanced technology (HighTech), all while demanding minimal time investment from our team(Low Time).

It’s the formula that makes working with a vast number of lower-producing agents not only feasible but also profitable and scalable.

Many loan officers (LOs) find themselves stuck in a cycle of High Touch, Low Tech, High Time efforts. This approach is time-consuming and often leads to frustration and burnout.

If you’re looking to break free from this cycle, it’s crucial to shift your focus.

I’m known for showing LOs how to focus on relationship marketing with Qualified Agents—those closing 8 or more buyer sides in the last 12 months.

However, there is plenty of gold in lower-producing referral partners, but you must adopt the High Touch, High Tech, Low Time strategy.

This balance will allow you to maximize your closings without overwhelming your schedule.

To help you implement this strategy effectively, we’ve identified a tool that hundreds of LOs are already using to maintain High Touch, High Tech, and Low Time interactions with their referral partners.

Discover the Tool That’s Changing the Game for LOs

Your success is well within reach. Embrace the right strategies, and you’ll see your referral numbers soar.