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We all know that referrals are considered the *holy grail* of the mortgage business. They*re an easy sell, and customers are less likely to shop around. But, the reason why most loan originators don*t get a lot of referrals is that they don*t know how to cultivate them. It takes time and an ongoing commitment to building relationships.

If you*re just starting out or don*t have a large base of past customers to draw from, consider joining a business networking group. They*re a great place to mingle with business professionals from other industries, especially if you work from home. And, everyone is there for one reason*to help each other generate referrals. It's a win-win situation!

Keep in mind that most business groups have strict rules on attendance and meet early (usually between 7-8:00AM) before the day has started. And usually only one person from each profession is allowed to join the group. Unfortunately, there's only one loan officer position, and I must tell you that these spots go fast and are rarely given up! Ouch! With 30+ people giving you business on an ongoing basis, you can see how powerful this can be!

Here are some business networking organizations to investigate. Call or visit their website to locate a chapter near you. They are:

Business Networking International (BNI)
199 South Monte Vista Avenue
Suite 6
San Dimas, CA 91773
Tel. 1-800-825-8286
http://www.bni.com

Leads Club
P.O. Box 279
Carlsbad, CA 92018
Tel. 1-800-783-3761
http://www.leadsclub.com

Here are two other business organizations to consider. Although, not formally *business networking groups*, both offer a chance to meet other professionals and cultivate relationships. Oftentimes, they have a *breakfast club* which is very similar to the business networking groups mentioned above. Give these two fine organizations a try:

Chamber of Commerce
1615 H Street, NW
Washington, DC 20062
Tel. 1-202-659-6000
http://www.uschamber.com

Rotary International
One Rotary Center
1560 Sherman Avenue
Evanston, IL 60201
Tel. 1-847-866-3000
http://www.rotary.org

One thing to be aware of, is that if the local chapter of the business group you are looking to join is already full, consider starting a chapter of your own. That way, you'll be guaranteed the open loan officer spot. Believe me, I know, because it was the only way I could get in!

Best of luck in your business.