Hello again! At this point in the series, you should have a pretty good idea of what the One Thing concept entails and the impact it can have on your business. Last week, we talked to XINNIX alumna Salena Whiddon with NRL Mortgage about how consistency is the one thing that she credits to be her key to success. This week, we’ll hear from another XINNIX alumna about the one thing that has been her go-to method of growing her database.
Jamie Hart, Senior Loan Officer at Highlands Residential Mortgage
Jamie Hart, Senior Loan Officer at Highlands Residential Mortgage says, “Contacting the listing agent has been one of my biggest focuses in obtaining new referral sources who have been phenomenal for my business.” If you remember last week’s interview, Salena also stressed the importance of building good relationships with key referral sources. Referral sources can make loan officers hugely successful if they are properly utilized. Not only do referral sources provide leads for potential future closings, but referral sources can also open the door to – yep, you guessed it – even MORE referral sources!
Jamie has found tremendous success by honing in on one particular referral source – the listing agent. While she has found the listing agents she works with to be a great resource, they aren’t the only source for growing your database. Referral sources can be insurance agents, financial advisors, builders, attorneys, and even banking professionals right within your branch. Referral sources can also be found in friends and family members regardless of their profession. The most important thing to remember is that anyone who consistently refers you business can be considered a referral source.
Who can you think of who has been a key referral source for you? Are you getting as much business from your referral sources as you can or could you be getting more? The first step is to find these referral sources, but to really solidify the relationship, you have to develop a personalized marketing plan that appeals to your sources personal interests. If you could use some help in this area, there is a program within The XINNIX System™ that can meet you where you are in your business today and can help you boost the business to the next level.
Next week, we’ll be hearing from our third and final XINNIX-trained producer, Brandon Davis, as he shares the one thing that sets him and his team apart from other branches . Until then, I’d love to know, have you found your One Thing yet? Leave a comment below, and let us know.