NMP - April 2017 - 46

How Far
Travel to
Referral S
f the business model of
your company is to visit
referral sources, you need
to think and act on a
number of action items as
follows.
In most cases people are
going to refer clients to you who
live in the area where their office
is located. If it happens that you
get a client who lives more than
50 miles from your office, which
will be a rarity.
If the above is true, we need to
explore the question of where
you physically should work.
Combine the above with my
concept of seeing approximately
25 serious referral sources a
week, five a day, the same five
on Monday, Tuesday, etc. etc.,
plus three on Saturday and two
on Sunday, which then means
that you see five accounts twice
a week.
When I started on "The
Street" during the Medieval
Times, I was told by my boss
and mentor Bill Schor, the
president of our very small
mortgage company, that if I
wanted my $200 draw check on
Friday, I had to physically visit
100 accounts a week. It was
uncommon to work weekends
and Bill didn't make that a
requirement. I so much wanted
to please him and become as
successful as he was that I
jumped at the challenge. But
imagine that. Imagine that I
visited, in person, 20 real estate
offices every day. It didn't take
very long, maybe a month or so,
to discover that doing what he
wanted was crazily impossible.
Not only did I have to make all
of those stops, but in the off
chance that someone would
actually talk to me, he required
that there be a written record on
a form he supplied. I had to
write down who I spoke to and
what we talked about.
My God ... it was so hard. I
promise you, I was scared to
death to admit to Bill that I
couldn't continue to do what he
demanded. The reason I used
was factual: I stopped in an
office, walked the aisle of desks
and dropped a business card on
every desk. I did this to prove
that I had been there. I stuck my

I

APRIL 2017 n National Mortgage Professional Magazine n

NationalMortgageProfessional.com

46

The

Mortgage

Godfather



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