Double Your Mortgage Deals with Loan Officer CRM: A Proven Referrals Strategy for Success
The Secret to Doubling Your Deals (Without Chasing Rates)
In the mortgage business, referrals are the backbone of success. But did you know that 81% of loans closed from databases come from referrals, not refinances or repeat business? If you’re only reaching out to past clients when interest rates drop, you’re leaving money on the table.
Let’s dive into a simple strategy to grow your business quickly, even if you struggle with call reluctance.
Why Past Client Referrals Matter More Than You Think
Many loan officers believe the main reason to call past clients is to pitch refinances. This is a common misconception. The truth? Most of your referrals will come from genuine conversations and relationship-building.
The majority of these referrals are generated through:
- Phone calls using proven scripts.
- Voicemails with friendly and personalized messages.
- Text messages sent automatically when clients don’t respond.
These simple activities, when done consistently, lead to predictable results.
Overcome Call Reluctance and Unlock Massive Growth
We know call reluctance is real. It’s one of the top three things that hold most loan officers back. But here’s the good news: making calls to your database is the #1 habit shared by loan officers funding 8+ deals per month.
Ready to Invest 2 Hours to Double Your Deals?
If you’re serious about growing your business, here’s your action plan:
Step 1: Get Your Database Ready
- Pull together a list of past clients. Don’t overthink it—start with 50 names, phone numbers, and emails.
Step 2: Make the Calls
- Use a proven script to guide your conversations.
- Ask for referrals during the call.
- If they don’t answer, leave a voicemail. (Don’t worry—we’ve got a script for that, too.)
Step 3: Follow Up with a Text
- Two hours after the call, send a friendly follow-up text.
Step 4: Track Your Results
- Note how many referrals and opportunities you generate. This will help you understand the power of consistent outreach.
Automate Your Success with These Tools
To make this process even easier, you can automate many of these tasks using a powerful CRM like The Loan Officer A.I. CRM. Here’s how:
1) Use a Power Dialer
A power dialer can help you make 4x more calls in the same time and eliminate call reluctance.
2) Organize Your Database
Upload all your past clients and warm contacts into a CRM. Focus on calling two letters of the alphabet each week to stay consistent.
3) Record a Ringless Voicemail
Drop a voicemail for contacts who don’t pick up. This ensures your message is always delivered perfectly.
4) Automate Follow-Up Texts
Program a friendly text to go out two hours after the call if there’s no response.
5) Run Retargeting Ads
Set up Facebook and Instagram ads specifically for past clients. A small $5/day budget can keep you top of mind.
Pro Tip: Start Small, Scale Smart
Don’t blast your entire database at once. The responses can be overwhelming, and it’s better to handle them in smaller batches to ensure real-time engagement.
Ready to See Real Results?
By consistently making calls, sending voicemails, and following up with texts, you’ll uncover the untapped potential sitting in your database. Loan officers like Nate Carver have generated $27,000 in commissions in one month just by following this strategy.
Next Steps: Build a Custom Plan for Your Business
Want a tailored approach to implementing this strategy? Book a free strategy call with our team. They’ll help you map out a plan and share scripts to get started.
What’s Coming Next?
In the next lesson, we’ll show you how to launch a funnel that automates even more of these steps. Stay tuned!
Disclaimer: Hey there, awesome visitor! Just a quick note: The examples we show in our demos are purely for demonstration purposes. We’re not making any income claims or guaranteeing that you’ll get the same results. In fact, many CRM users see zero results because they never actually launch their campaigns. Success comes from action, dedication, and a sprinkle of magic (okay, maybe not magic, but you get the idea). So, while we’re here to guide and support you, your results are entirely up to you!