It does not matter whether you are a seasoned veteran, an up-and-coming superstar, or brand new to the lending industry – there are some critical steps to follow when building your partnerships with real estate agents, financial planners, CPA’s or a professional who is in a position to refer business to you.
First and foremost, before beginning the strategy of building a referral-based business, it is important to understand that it is not necessary to work with every Tom, Dick and Henrietta that hangs a shingle. To form a sustainable and thriving practice requires the cultivation and maintenance of relationships that are mutually fulfilling.
Specifically, a “profile” needs to be built that supports the business culture that is being formed and/or refined. To define this further, the partner should be someone whose call does not create havoc in your gut or cause emotional drainage. They also work with the type of customer you enjoy.
For instance, if working with first-time buyers brings immense joy, you are looking for real estate agents that also have that same clientele.
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