Networking

Written By: John Hoxsey
Certified Master Loan Processor (CMLP)

There are so many avenues to choose from when trying to generate new business that it is easy to overlook the obvious ones that are right in front of us. How many opportunities pass us by every day because we do not ask for the business?

We need to build a strong network from the business relations we already have and continue to build outward from there. Every day we talk to account executives, title reps, realtors, underwriters, and a myriad of other professionals that make this business happen.

Work those relationships. I view every person I talk to as a potential source for leads. I actually view every AE and contact that I deal with as a potential representative for my company.

In fact I have a title company relationship that hands out my business cards on every appointment he goes on. It is a win-win relationship. Because of the amount of business I send and refer to him he gives me breaks on the fees. They even give my brokers’ clients a $200 savings bond at closing and discounted title fees for life. Even though I am, technically, a small operation, I get treated with big account clout because of the amount of business I can push through his company. I pass on the benefits to my LO’s who then refer more people to me. The title rep is then drumming up new business and handing out my cards, and offering the ability to have files processed as an additional incentive to new title clients - the circle goes round and round.

Likewise, ask your reps if they know any shops that are struggling and may be in need of your services. Let the reps know that you can help take some of the pressure off of these ailing companies because you know how to get a loan to the table.

Don’t forget the underwriters. I talk to underwriters every day that are frustrated with the condition of the files they receive. Let them know that you can be a middleman and can ensure that they will start getting clean files if the broker uses you as a processor. If you already have a great relationship with an underwriter they will probably have a few referrals for you.

Don’t let these every-day opportunities pass you by. The business is out there for the taking.

Remember - Your reputation is your business.

Happy Processing!!!

About the Writer. As one of NAMP's volunteer writers, John Hoxsey is currently a NAMP member in good standing and is a NAMP Certified Master Loan Processor (CMLP). If you would like to become a volunteer writer for NAMP, please email us at: blog@mortgageprocessor.org.