Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is www.originationpro.com. If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at firstname.lastname@example.org.
With the average loan officer now over 50, the industry needs an infusion of young people. But how do we identify those who are likely to succeed?
If you’re working within a real estate office, don’t neglect your old book of business
Everyone knows referrals are important. But when is the best time to ask for one?
Often we don’t indicate to our referral sources how important their referrals are, and we don’t tell them how to help us. And that’s a big mistake
Many people are reticent to ask friends and family for business – but they can be an important asset
The larger your sphere, the more referrals you’ll get
There’s a lot more to an effective referral than just handing out a business card. Make sure your referral partners know how to tell the client about you
When you get a referral from a real estate agent, showing the prospect you appreciate the connection can help build that referral source
Referral partners are more likely to single you out if you send business their way as well
When refis go up and purchase business drops, many originators are inclined to stop sending pre-approvals through the system. That’s a big mistake