If you're like most loan originators, you can get so caught up in networking, trying to get new leads, marketing and other promotional and day-to-day activities, that you probably neglect your own backyard. In other words, you forget to target people you already know for loans, additional loans sales and referrals. And here are some reasons why these people should be of interest to you.



Clients You Have Done Business With Already

Clients you already done loans for are already familiar with your level or service, competency, and the benefits you provide as a mortgage consultant. You helped them once, so helping them a second, third, forth, etc. time gets easier. You can skip the in-depth company, loan program, quality of service, rapport and all the other relationship starting stuff (testing waters trying to feel your way around a conversation for commonalities to discuss, etc.) Instead, just jump in and cut to the chase. Share your latest thoughts on debt or financial managment, your new abilties to lend on certain types of properties or under certain conditions, etc. Offer them the opportunity for you to help someone they care about by referring a friend, family member, or business associate to your origination services.

Past Customers

Past customers just need reminders and they'll be back. Since not all people get a mortgage at the same time, simply start sending your customer base a regular monthly newsletter, postcard or other mailer to update about new loan programs and how it can benefit them or someone they know?remember referrals. Yoru newsletter can also include more esoteric thigns like recipes, local fundraisers, events, photos and other news. Include short articles about your company in the news or case studies to interest readers. Hint: Pick up your favorite newsletters and other business mail and see what you like to read, then send content along those lines to your own readers. Add limited availability offiers to motivate them to call. And invite readers to pass their issue along to friends and colleagues, again for referrals. Then once these past customers decide to bororow again, they will turn to you, their trusted authority and resource. Plus when they refer you and pass your newsletter along to others, they will be helping your client base - and future loans - grow.

Sphere of Influence

People within your cultural, shopping, economic, political or military sphere also need products and services, and many would be happy to do business with you. These types of people need to know about you, though; what you have to offer, where you are, how to contact you, etc. So reach out, market to them with targeted campaigns; introduce yourself and invite them to special seminar targeted to their demographic. and to subcribe to your newsletter.

Reach out to these special audiences. And before you know it, your mortgage origination business will bloom in your own backyard!