Here are three steps that work:
- Embrace social selling: top originators understand the value of cultivating a strong personal brand on social media platforms. It’s the most powerful way to gain visibility and forge relationships with referral sources. Plus, it’s free!
- Host educational events: LOs can dramatically expand their reach by conducting in-person or virtual events that provide valuable information to referral sources. Educating realtors on new products or leadership development topics, such as how to market themselves, are a beneficial for everyone involved.
- Partner with non-traditional referral sources: while LOs typically receive the bulk of referrals from real estate agents, other professionals such as home builders, financial advisors, insurance agents and even wedding planners can be worth pursuing.
For additional details, check out this National Mortgage Professional magazine article, “Finding a Unique Referral Partner”.
Pat Sherlock is the founder of QFS Sales Solutions, an organization that helps organizations improve their sales talent management and performance. For more information, visit https://patsherlock.com.
