Successful loan officers regularly commit to business development throughout the year to build their future pipeline. Here are nine best practices for cultivating your mortgage business.
1. Focus on Purchase Mortgages
If you have not started going after purchase mortgage business, now is the time to flip the switch. Don’t ignore refinance opportunities but make home purchases a larger share of what drives your overall origination strategy. Great loan officers have a larger share of their pipeline focused on purchase money loans.
2. Become a Content Leader
Make sure your presence through email, social media, online and other educational-content avenues stays active with thought provoking, educational and helpful content. It can be quick and short; just be relevant, useful and interesting. Include information about the mortgage process and how it works. Link to your online application to ensure members know how to get started. Provide such resources as guides and tutorials on how to prepare, how to improve credit, what steps to take to be successful and, of course, the ever-popular do’s and don’ts.
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