Networking is one of the oldest, most effective marketing strategies that costs next to nothing. It might sound like an old-school tactic, but it still works and there are fewer mortgage originators doing it consistently.
You’ve heard it before: The loan originator with the most friends wins. It’s that simple. But how do you actually network to grow your businesses?
You can’t just sit behind a desk or staring at your phone, hoping the business will come. The world doesn’t work like that. You need to get out there, be visible and connect with people. Here’s how you do it.
Deep relationships
You know everyone is a potential client, right? That’s why the mortgage business is such a great profession. Whether they’re buying their first home, refinancing or just thinking about real estate in general, every homeowner wants to save money on their mortgage and almost every non-homeowner wants to own a home someday. This is good news for you.
Not every single person out there will need your services right now, but at some point in the future they absolutely will need a mortgage or know someone else that does This is why playing the long game is so important in the mortgage business.
The beauty of networking is that it lets you reach multiple people at once. You can have one-on-one meetings with Realtors all day, but that’s not the most efficient use of your time. Very successful originators network one to many. When you attend events or get involved in groups, you’re exposed to dozens, hundreds, even thousands of potential clients and referral partners in a single day. That’s powerful. Over time, as you build trust and nurture relationships, that exposure pays off with a consistent stream of business.
It’s not just about meeting people — it’s about building those deep relationships that will eventually lead to referrals and clients you wouldn’t have found any other way.
Intentional focus
Loan originators are busy. You can’t be everywhere, so you need to focus and be intentional on where you put your energy and how you build relationships. Go wide first — explore different organizations in your local market.
You’ve got your local chambers of commerce, business boards, leadership clubs and nonprofit organizations. Do a little digging and find where the best opportunities are for you. But here’s the trick: Don’t spread yourself too thin. Choose one or two organizations that you’ll invest your time and energy into. Show up consistently and get a feel for the group. Are they passionate? Are they active? Do you feel comfortable there? Follow this simple step-by-step process to choose the right networking organizations:
- Survey your local market. Look for organizations that align with your goals, such as local chambers of commerce, business boards or leadership groups.
- Evaluate the opportunities. Pay attention to the types of events and committees they offer. Are they active? Do they provide meaningful engagement opportunities?
- Commit to attending regularly. Show up consistently — at least six to eight events over the first two months. This will help you assess whether the group fits your goals.
- Find a fit that excites you. Pay attention to how the organization makes you feel. Do you enjoy the people? Are you excited to be there? Do you feel like you can add value? If not, move on.
- Limit yourself to one or two organizations. Focus on quality over quantity. You can’t give your best if you’re stretched too thin.
The goal isn’t to pick the first group you stumble into; it’s about finding an organization where you can truly make an impact. One where people will want to work with you because you’ve shown them you’re committed.
Authentic connections
You’ve probably heard the phrase “80% of success is showing up.” When it comes to building relationships, showing up isn’t enough. What you do once you’re there makes all the difference.
If you really want to stand out, get involved. Volunteer for a committee. If there’s a membership committee, sign up. You’re not just hanging around, hoping someone will notice you. You’re proving yourself by taking action and adding value to the group. You want to show people you’re someone who takes responsibility, follows through and gets things done.
When you volunteer, people start to see you as a competent, reliable person. That competence that people see in you, then translates into confidence, that they can trust you with their personal mortgages and referrals to others when the time comes.
Memorable meetings
Want to know the best way to get a referral? Give one. If you can’t do that, provide a resource that would be helpful to the contact personally or in their business based on what you learned in your conversation or a warm introduction to someone who might be in a position to do business with them and/or send them referrals. Do this quickly after you meet a new contact to make a big impact and be memorable.
The meeting is NOT over when it ends. Far too often, people leave networking events, return to their home or office and take no action. The networking event is simply Step 1, the place where you meet new contacts or reinforce existing relationships.
Immediately after the event, you should send a handwritten thank you note to the contact (a less desirable option is an email if you can’t obtain a mailing address). Send a resource that will help them based on what you heard in the conversation. This can be a book, article or a connection to another person.
Connect with them on social media. Use a personalized note for LinkedIn. Offer to invite them to another event you are attending so you can deepen the relationship. Also, offer to do something together that you heard in your conversation that they enjoy. This can be something such as attending a baseball game, taking a hike or visiting a winery.
Add them to your database and regular distribution list for emails, newsletters or other communications. After all this, set a follow-up to check back in with them and see how you might help.
Active listening
Remember the old adage that you have two ears and one mouth, meaning you should listen twice as much as you speak. And to do that, you need to be an active listener, to truly hear what the other person is saying rather than simply waiting for your chance to speak.
Ask open-ended and well-thought-out questions that focus the conversation on the other person. You’re there to understand their needs. The more you understand, the better you’ll be at offering real value in the relationship. Here are some questions you can ask to open the conversation and really get to know people:
- What would be one thing that, if you improved upon in your business, would really move the needle for you?
- Who do you need to meet right now that could help you grow your business?
- What’s the biggest challenge you’re facing in your business or personal life?
- What was your goal in coming to this event today?
- How can I help you achieve it?
These open-ended questions help you learn about their needs, so you can later connect them to the right resources, people or information. The more you help them, the more they’ll want to help you.
Long game
Networking takes time. Once you get into the rhythm of it, the payoff is huge. It’s a mind shift, a journey and the longer you stay on the path, the bigger the payoff will become as you go. This business can be boom and bust, and there will be pockets when some folks call you for a new home purchase, and other pockets when rates drop and half of the 60-person membership committee refinances with you in a few months.
Networking is about making that deep connection and keeping in touch over time. Have fun with it. Make new friends, and when the right opportunity arises — when the economy shifts, when mortgage rates change or when a client is ready to pull the trigger — you’ll be their go-to person.
When you focus on how you can help others, the business will follow. So, get out there, show up, help others and start building those deep connections. The rest will take care of itself.
