Referrals are the main key to success, income, and trust as you build your relationship and networking capabilities as a Loan Officer.  I find many new LO's asking me the key to generating so many great referrals.  Here are some very simple and easy tasks to do after closing a loan.  As you read on down you might think, DUH, but you won't beleive how many LO's don't actually do this and think these people will automatically come back to you the next time they need finanacing.  After you build your relationship and close the loan you need to:

 1.  Keep a log of every single borrower you close.  Date, type of loan, address, phone numbers, FICO's, Documentation, etc...

 2.  Ask after closing if they know of anyone whom your services could benefit.  If so make note.

3.  After closing send them a thank you card/note with some more business cards.

 4  On your email calendar, make a reminder and program it so every three months it will email you and remind you to give your client a call back.  Every three months that you call, become their friend.  Also ask if they have any questions on their loan.  Again ask if they know of anyone whom might need your service.

 5  Once you have built this relationship, take them out for coffee!  I mean, you probably did make between $1,000 and $5,000 from the closing of their loan.  $10 at Starbucks for the two or three of you to chat 30 minutes won't break you.

     Believe it or not just by maintaining these five steps you will generate referrals from those borrowers themselves, other referral clients that they will send your way, and referrals from those clients, and so on and so on!  I lately have been closing about 90% of my closing based totally on referrals.  I have only been in the business since 2005 and have only been keeping this log for the last 6 months.  Just in the last 6 months I can see a major difference. 

     Good luck and finish out the month strong!