You know how this works. You do a loan for a client, and before you know it, they have referred you to their co-workers. Now you have done three to five loans for clients who are employed by the same company. It's great to get referrals like that, isn't it?

Why not take advantage of your good fortune by formalizing a system to provide discounts and extra benefits to other employees within the same company?

Here's what you will learn:

• How to identify companies to approach
• What to say in the letter to get the appointment
• What to say WHEN you get the appointment
• How to set up discounts with your vendors
• Sample letters, brochures and posters
• Who to include in your Corporate Benefits Campaign

About Karen Deis

In addition to owning her own mortgage company, Karen founded and sold a CBA mortgage company with a builder, has owned her own real estate and appraisal firm and was vice president of her local mortgage broker's chapter. She used "consumer-direct marketing" techniques to generate business for all of her companies. In June 2000, she sold all of her companies to consult full time.

She has been a featured columnist for Mortgage Originator Magazine for the past 6 years (writing their Consumer-Direct Marketing column) and served on their editorial board for 5 years.

Her down-to-earth ideas show loan officers how they can quit relying on real estate agents for all of their business-and how they can get clients to call them first-thus controlling their own destiny in this fickle business.