Without borrowers applying for a loan, there is no business. Every mortgage professional must have a prospecting strategy that involves business relationships with agents, builders and executives/business owners who have “groups” of people they influence and, who at some time in the future, will need a loan. There is nothing more important than this starting point.
High-performance origination is about understanding the power of the one-to-one referral. It’s easier for you to call someone who is a direct referral than it is to call someone cold. Effective mortgage pros target the right referral partners, commit to an integrated plan of regular and effective lead-generation conversations with those partners and, over time, build a trustworthy, friendship-based business.
In addition, every borrower will know people who at some point in the future will need a loan. This is the most untapped business development sector there is. Consider the opportunity if every client you have in a given year refers you to one more person who also will need a loan, that year! The most important front-end objective for any originator in seeking the next level of success is to manage the client-acquisition strategy so that it produces a constant flow of referrals.
Living Life by Design 
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