This is a really good question, but it is hard for me to set you on a path without knowing more about you and your business. The range of alternative sources would be very broad. I would include financial planners, CPAs, insurance agents, banks, human resource departments, wedding planners, builders and more.

• What is your background? For example, if you were formerly an accountant, then I would suspect you would know a lot of accountants and would be comfortable in their world.
• Do you have any particular niches? For example, if you have construction financing then custom builders would make sense.
• What is your present business like? If you deal mostly with first-time buyers, then working with wedding planners could be a more natural extension of your business.
• In other words, you don't just pick a source. You look within yourself: your experience, your expertise, your interests and more. Then you make a decision to add sources by working within your sphere of influence.

In my next column, I'll take a look at one of these segments of sources to see how a plan of action might benefit both parties. That being said, I have always felt that it is important for a loan officer to have a deep referral relationship with at least one financial planner. If you want to be known as a trusted advisor, that means that you need to have experts at your disposal who can answer important financial questions for your clients. There is no more important financial transaction than purchasing and financing (or not financing) a home.

Financial planners are not only helping their clients by giving financial advice within the area of real estate, but also within a wide range of matters. For example, there are many clients who might have significant equity in their homes, but under-funded retirement plans. Thus, they might not only proffer advice on the topic of purchasing a home, but also refinancing as well. Obviously, there are other uses of the equity which would affect their client's finances, including the consolidation of debts which may free up cash flow for investments.

You can obviously see the symbiotic relationship between a loan officer and a financial planner. Again, a deep relationship can benefit clients of both parties and lead to opportunities in both directions as well. 

Dave Hershman is Senior VP of Sales of Weichert Financial and the top author in the mortgage industry. Dave has published seven books, as well as hundreds of articles and is the founder of the OriginationPro Marketing System and Mortgage School – the online choice for expert mortgage learning and marketing content. His site is www.OriginationPro.com and he can be reached at This email address is being protected from spambots. You need JavaScript enabled to view it..