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As a mortgage lender, your reputation precedes you. How you build that reputation can be the factor that dictates your success. In this complex, purchase-heavy market, a steady stream of referrals means the difference between standing out as a top performer and being at the bottom of the pack — a precarious place to be in this macro environment of margin compression.

Real estate agents still hold the keys to the referral kingdom, so to speak. However, the top agents that would be most meaningful to your revenue may not be ready to partner  with a new loan officer for collaboration.

We wanted to take a walk in the shoes of an agent to better understand the state of relationships that exist between lenders and real estate agents So we interviewed agents and broker-owners across the country to get their perspective and dissect the implications for mortgage lenders.