In Part I of this series, I stated "How you spend your time now will determine how many applications you have in the future." I sincerely hope you realize the truthfulness of this statement and are willing to take the necessary steps to move forward and gain the momentum you need to succeed.
Part II is all about networking. Your ability to increase the number of people that know you and what you do for a living will directly correlate to higher production. Of course you need to be knowledgeable (see part I) and likeable, but if only a few people know that you do mortgages, it won't matter how much you know or how nice you are, there just won't be anyone to beat your door down that needs a loan.
Become involved in Realtor affiliate groups and community organizations. This involvement can give you the opportunity to meet new people, participate in a good cause and enjoy yourself. The professional benefits will naturally follow. The more your sphere of influence grows (people that know you and what you do) the greater opportunity you have to do loans for friends (referral-based business). Introduce yourself to those you don’t know. What good is going to an event to only talk with those you know – you will gain little more than you already have with this approach.
A few tips to help you network more efficiently:
Remember, results are not always immediate, some relationships take time
Get to know them and remember the personal details
Make it win-win by giving referrals or other genuine assistance
Make it personal - take the time to say thank you
Don't waste their time - this isn't the place for a sales pitch
Places you can network:
Realtor meetings or anytime you visit their office
Organized networking groups
Delivery people to your office
Children's schools and athletics
Neighbors
Church events
Community organizations and events
Anywhere you go today, tomorrow, or the next day
This is a great time of year to give of yourself and get to know other people. If networking makes you uncomfortable, do it anyway. I promise that it will get easier the more you do it. Stay tuned for the third part in our series... coming next week.
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