Once you have created your brand and company or personal identity logo, its time to remember your personal contacts.  The ones you call on frequently for referral business. 

If you are like most loan officers, you have 20-30 core referral sources and another 60 - 200 occasional sources which make up your referral contacts.  They may be bankers, accountants, attorneys or real estate agents.

We're going to show you how we've tripled referral results using these "WARM" contacts!   People that know you or at least know of you are "WARM" contacts.  

They may have started with a cold call, but now you have developed some repore' and at least know their name.   They know yours or "know your face" when you run into each other.

Now reflect a minute on these referral sources.  Out of all your regular sources, how many of them initiate a call to you to send a referral WITHOUT being prompted by your visit or phone call?

Not many, is it? 

Most LO's can count on one hand, those referral sources that initiate a referral on their own.  If you are a two hander or more, you are in the top tier for sure.

Those people are firmly in you corner.  Chances are, you have something in common which strengthens the relationship to have someone who thinks of you FIRST, each and every time they have the opportunity to introduce you to someone needing mortgage solutions.

NOW, think about the number of referrals you get while making a call in person or by phone, from your sources.  As you think about this, you will realize MOST of the referrals are prompted by YOUR action.

Now, let's expand the frequency of your "prompt" to your personal referral sources from an average of once every 6-8 weeks to more than once a month.  Let's say you have a total of 120 referral sources.  Challenging?

Its SIMPLE with postcards!

Implementing an automated postcard "prompt", you can accomplish this easily and inexpensively.  In conjunction with the postcard prompt, you should systematically work your personal visits & phone calls so that you give a personal "prompt" to each referral source at least every 60 days. 

This means you must visit or successfully phone about 3 people on your referral list a day.  Very manageable.  With this method, you are "prompting" each one of your referral sources at least 3 times every 60 days.  3 times a month is even better!  Just Mail postcards every 15 days.  Presto!

Now, use our WARM calculator to run scenario's based on your past experience of making contact with a referral source to calculate your success rate over a one year campaign.

Mailing consistently to a WARM list (people you know) is 100 times more effective than mailing to a cold list or prospects.