I have a very simple way to give yourself a raise. Develop better, stronger relationships. Back in 1997 I remember repeatedly hearing the dire prediction: "By the year 2005, 95% of all mortgages will be originated through on-line mortgage companies."
We all know it didn't happen. Mortgage financing always has been and always will be a relationship business. Even with the explosion of generation X, Y & Z; (I might have made some of those up) borrowers still want to feel connected with the individuals helping them to make what may be the biggest purchase of their lives. This is where you come in. Even with technology. Even if you don't meet with the clients in person.
The foundation for any marketing strategy is developing a long-term relationship that will serve in providing a continual stream of referrals. Take a look at every marketing effort you undertake and analyze it for its potential relationship strengths. Are you doing your best to provide exceptional service on every transaction so your reputation coincides with your marketing? Are you friends with not only your referral sources (Realtors, builders, financial planners etc.) but with your borrowers as well?
Utilizing a variety of marketing strategies is essential to your success, but recognize that a marketing idea alone will not increase your pipeline or your paycheck. That is why so many individuals start out as originators and quit within two years. It is also why the industry historically pays on commission. Think about it. You are truly paid for what you do. Take the time to develop relationships with your marketing strategies and you will give yourself an enormous raise.
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