Dear Loan Officer: 5 Steps to Multiplying Referrals

Dear Loan Officer,

We’re all trying to build with our clients, in a way to turn them into long-time fans. Loyal customers will keep you top-of-mind, and will not only buy from you again, but refer you to their greater network of people.

Grab your journal or iPad, and consider/weigh the following points for multiplying your referrals in a meaningful way:

Acquire – Your job is to acquire opportunities; what are your Pillars of Business, where do you want your business to come from, and how good is your scripting when pursuing new partners?

Optimize – What are you doing to optimize your customer or partner experience, to WOW them?

Retain – How do you keep clients on board while they’re out shopping? Hint: Strategies for reducing fallout is a key component of this.

Cultivate – what is your strategy/process to continuously cultivate relationships over time? Many people fail to stay in touch, which can be inefficient over time when maintaining top-of-mind awareness with clients.

Multiply – You have a customer on board, you’ve given them an experience, now are you asking them for a referral? THIS is a never-ending opportunity to generate leads.


Action Step: Find which one of these points you may need the most help with. Where are you falling short?

Please contact me if you have any questions – I would be happy to help – you can find my contact information on the bottom of my “About” page. I wish you all the best!


About Trevor Hammond

As a veteran of the mortgage industry, Trevor Hammond is the co-author of "Borrow Smart, Retire Rich," a Certified Mortgage Adviser and a founding Faculty Member and Contributor to the National Institute of Financial Education ( And he has provided thousands of homeowners with the clarity and confidence to make smarter decisions when it comes to their mortgages and money. In 2013 he launched an entirely new kind of mortgage company: Aspire Mortgage Group, which is committed to educating and empowering homeowners to increase savings, eliminate bad debt, and safely increase net worth. The specialized group of mortgage professionals at Aspire Mortgage Group have redefined what homeowners should expect from a mortgage company. To learn more about Trevor Hammond and our team of mortgage advisors please visit our website at or email Trevor directly: Aspire Mortgage is a Sierra Pacific Mortgage Partner.
This entry was posted in Business, Career, Commitment, Customer Service, Knowledge, Leadership, Learning, Marketing, mindset, Money, Priority Management, Sales, Time, Uncategorized and tagged , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink.

Leave a Reply