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Build Your Sphere of Influence
A sphere of influence -- the invaluable list of people you know -- is the foundation of every successful business. Simply put, without prospects, you can't close loans. Continuously growing your sphere of influence, and marketing to that list are paramount to your success.
Who do you know? Start with a list. Add everyone you know and everyone you meet. Especially important are the people to whom you can refer business -- such as real estate agents, contractors, attorneys, business owners, financial planners and doctors -- and who can refer business back to you. Don't forget to add your friends, neighbors and extended family to the list.
Increase your sphere of influence through networking. Remember, networking is not selling. People do business with and refer people to people they know, like and trust. Your networking goal is to get potential clients to know, like and trust you. Ask questions that create rapport. Learn everything you can about your potential client. You'll need it later.
Connect the dots. Leverage your list with these marketing tips:
 Always listen to the non-mortgage-related needs of people and pair them with somebody who can help. Your matchmaking will likely be repaid.
Publish a personal letter at least twice a year to your list. Reveal family-related milestones that help you personally connect with your sphere of influence.
Ask referral partners for business if you're directing business to them.
Finally, and most importantly, continue to promote yourself as an authority by regularly offering your potential customers value-added information.
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