When new agents ask me how to get business I often talk to them about the power of an endorsement.
In a couple recent examples, I spoke to agents that sponsored local events. The events came and went with no mortgage origination coming from the events. This isn't a surprise - often these events can take time to delivery on their results and value. You may be building your brand for future referrals or building your relationship with the event or community and it can take time to earn trust and repetition is key to obtaining the business in the future.
However, that doesn't solve our immediate need for business so we changed our perspective and again went back to the power of endorsements. Instead of waiting for the business we turned to the offensive. We got the agents to go back to the organizer that took your hard earned money and asked them to endorse you. What we mean by this is, is that they all have friends and family, most likely a realtor, lawyer, accountant or financial planner they know, live close to etc. We made a short list of the event organizers, the people you met, shook hands and (hopefully) collected information from. We then asked them to introduce you to a realtor they know. You ask them to to an email introduction and create a warm hand off and you are going to follow up and suggest you meet and connect to build on the introduction. Instead of sending random emails for new contacts your reaching out to the individuals you met and connected with at the event and are getting them to use their experiences in working with you and getting to know you to be your advocate. The power of these endorsements is whats going to get you your next contact and next originated mortgage. As you continue to focus on these events and build your brand your hopefully going to start to get organic business from the community BUT regardless, your going to use leverage and the power of endorsements to grow your network with everyone you come into contact with that gets to see how great you truly are.
When looking for business its hard to sometimes find an exact referral, so perhaps change your perspective. Theres always an opportunity, its just up to you to find it!