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Articles about Referrals


Residential | June 2006 
Build Your Network, Build Your Business
Mortgage originators should be doing everything they can to attract new business and referrals. Most would agree that traditional methods are less than fun, and the results are often slow. And adver...
By Mike Davidson, business-development manager, EastWest Mortgage Services Inc.

Residential | April 2006 
Build Realtor Referrals: 5 Tips
Referrals have long been the lifeblood of the real estate and mortgage industries. According to a National Association of Realtors study earlier this year, 44 percent of homebuyers choose their Real...
By Tina Gonsalves, director of marketing, MILA Inc.

Residential | April 2006 
Why Get Leveraged?
Networking is key to growing a business in any industry. It helps build relationships on which  business can thrive. Leveraged relationships are efficient in the mortgage industry because...
By Louis Weiss, founder and owner, WebFast Consulting

Residential | March 2006 
Past Customers: Seeds or Weeds?
Every time you close a loan, you plant a seed. If you ignore it, it will have little chance to take root. You will continually search for new sources of seeds to plant in its place. Custo...
By Dave Satterlee, Atlantic regional marketing adviser, Continuity Programs Inc.

Commercial | November 2007 
You Scratch My Back...
Mortgage brokers serve as connectors, linking borrowers seeking a loan with lenders or investors willing to finance it. In order to really make an impression on borrowers, you can take this process ...
By Richard Zahm, director, Covendium

Commercial | September 2007 
The Virtue of Sharing
The first thought many brokers have when a loan opportunity arises is, “How many points will I get?” This can lead to situations in which four to six brokers seek payment for minimal contributions ...
By Richard Zahm, director, Covendium

Commercial | August 2007 
Know Thyself … And Then Tell Others
Many commercial mortgage brokers rely heavily on word-of-mouth referrals. Even if we run massive advertising and marketing campaigns, there is often no better way to generate business than by having...
By Dr. Ivan Misner, founder and chairman, BNI; and Ed Craine, CEO, Smith Craine Finance

Commercial | June 2007 
Network Your Network
Networking or referral selling is not a new concept. In fact, mortgage brokers have made it an art form. That said, network selling is still selling. In fact, at a minimum, it can require...
By Joel Furst, president and CEO, ComNet Financial Corp.

Commercial | February 2007 
In the Market for Referrals
Most mortgage brokers aren’t strangers to referral business. In fact, many attribute a significant portion of their applications to the family, friends and colleagues of prior clients. If the growth...
By Matt Cascarino, marketing manager, InterBay Funding LLC

Residential | December 2007 
Be the Straw That Stirs the Drink
Mortgage brokers frequently hear about creating a referral machine or developing strategic partnerships, but many are probably still wondering how they can actually do this. Others may be confused a...
By David K. Lal, president , National Real Estate Council

Residential | December 2007 
Become a Referral Clearinghouse
As mortgage professionals, we can live or die by referrals. When the market is hot, referrals keep our pipelines bursting. When the market is cool, like now, referrals keep our pipelines from freezi...
By Ed Craine, CEO, Smith Craine Finance; and Dr. Ivan Misner, founder and chairman, BNI

Residential | November 2007 
4 Ways to Enthrall Real Estate Agents
Real estate agents often view marketing materials from mortgage brokers as simply the same stuff printed on different paper. In order to rise above the crowd, your marketing efforts must stand out. ...
By Jeffrey Nelson, creator,

Residential | October 2007 
Ratchet Up Your Rapport
When asked how they spend their marketing dollars, most mortgage professionals focus on attracting new clients through targeted marketing. Many attempt to recruit first-time homebuyers, people tryin...
By Roxann McCoy, CEO, ProServe Mortgage Corp.

Residential | September 2007 
Becoming Clients’ Permanent Broker
Past clients can be a great source for new business. If they’re satisfied with their loan at the time of closing, only one obstacle stands in the way of gaining their future business — their memory....
By Jessika Ondrick, coach, Loan Officer Success

Residential | September 2007 
How to Enhance Modern Marketing Management
In the school of mortgage marketing, frequently contacting current and past clients is like mastering the ABCs. As technology plays a greater role in this relationship management, however, managers ...
By Ryan Steinert, director of business development, The Turning Point


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