3 Critical Questions to Position LOs for Success

In mortgage banking, referral sources are the lifeblood of sustainable success for originators. But, before your sales team reaches out to potential partners and borrowers, they must answer fundamental questions about themselves and their target audience to effectively connect.

Here’s a closer look at what LOs need to know:

• Question 1: What makes you different from other originators in your marketplace? Honestly assess your strengths and weaknesses as a loan officer and develop your unique selling proposition.

• Question 2: What qualities are your ideal prospects looking for in an originator? Determine what referral sources and borrowers value and how your services are aligned with those needs.

• Question 3: How will you convey your unique selling proposition – in-person and online – to your ideal referral sources and customers?

For additional insights into capturing more referral business, check out my blog post, “How to Forge Stronger Referral Relationships.”