Don’t Neglect Relationships in a Refi Boon


Right now in my business, it's been crazy, and I hope the same is true for you. Rather than getting caught up in the business — and believe me, it’s welcome — I'm carving out time to meet one-on-one with the real estate agents and builder partners with whom I do business.

It’s just really important to spend some quality time going deep on what a true partnership looks like. When we meet, we review successes and challenges that we've had together, and I help them get a better understanding of what mortgage lending looks like right now.

In addition to meeting with existing partners, I’m also coming up with a pretty small list of people who I'd like to do business with. I’m just getting to know these prospects better, doing some new agent training with people that looked like they had some promise in the industry, as well as some of the big shooters out there that I'd like to be doing business with.

In the spirit of that relationship building, I came up with three thoughts that go along with three quotes that I've come across and wanted to share with you.

“Don't be afraid of the big elephants.”

It's not always the big hitters who are the most productive and profitable partners to have. Be sure that you like the people you want to work with as business development partners. Leo Burnett, the famous advertising executive, said, "When you reach for the stars you might not quite get one but at least you won't come up with a handful of mud, either." So keep in mind that it's not just the big hitters out there that you should be focusing on, but finding people who are successful and that you're going to like and enjoy doing business with.

“Personality can open doors, but only character can keep them open.”

A thought to keep in mind would be to follow through on commitments that you make and exceed expectations. A business executive named Elmer Letterman said, "Personality can open doors, but only character can keep them open." Sometimes I think as sales professionals we're people pleasers and people likers, and sometimes we fall victim to our over commitment. Then, we under deliver. That turns people off faster than anything else, so just being aware of the commitments that you've made and then be sure to follow through with them. This is key to keeping those referral partnerships open.

“The man on the mountain didn’t fall there.”

A final thought is simple: Don't give up. It's a lot of work building relationships, and sometimes you can have a dry spell of not attracting any new business development partners. Stick with it. Excellence isn't an accident. An anonymous quote that I love is, "The man on the top of the mountain didn't just fall there." It takes some hard work and perseverance.

Reach out and make it a great day. 


Loan Originators Guide to Marketing


David Kuiper

David Kuiper started in the mortgage industry in 1990 and has been consistently recognized as one of the top-producing loan officers in the country by Mortgage Originator Magazine, closing over 5,000 loans in excess of $850M out of the tiny Midwest market of Holland, Michigan. David is a nationally-recognized author, speaker and trainer in the mortgage industry and writes regularly for industry publications including He is known as the expert on first impressions and building client intimacy. He also enjoys hosting monthly site visits, where mortgage professionals from around the country spend a day of learning and experiencing first-hand the operations of his highly productive mortgage practice.