I have decided to take today and share 5 Steps you can take this weekend to establishing more referral partners. This will not be a post about 10 deals in 10 minutes or anything close… I am doing this to show you how to build new relationships that will lead to business opportunities. This is not about shoving your way into someone’s wallet; it is about gaining permission to begin a conversation. Where the conversation goes from there is up to you…

#1. Get the Hell Out! – I don’t care if you office out of a 17^th floor office building with posh furnishings, or your mother’s basement because times have been tough. You must get out and be seen. One successful friend of mine uses Facebook’s News Feed to discover events (most are free!) to get out and meet people. When she’s done with the event she goes home, finds the attendees she recognizes in the Facebook Group who sponsored the event, and invites them to be her friend. She didn’t build a friend list of 494 friends on accident and, if you are on Facebook, friend her up; while you are at it send me an invite as well!

If you aren’t a member of Facebook, take some old fashioned advice from a New Media Loan Officer: If you are pursuing purchase money business from Real Estate Agents then drop in on some open houses. When I first got started I went to 4-6 open houses per weekend just to stop in and say “hello.” Often times I would find out I was the only one that had stopped by and they appreciated the company. I would exchange cards and then, on Monday send them a quick email inquiring how the rest of the open house had been. The conversation has begun…

#2. Be Consistent! – When I was dating my wife 8 years ago I called her daily. I emailed her short bursts of quality “Prose by Daniel” (maybe I’ll share some in a future post!). I wrote, stamped and mailed her cards. I was consistent in my pursuit of the World’s Perfect Woman; finally she acquiesced and married me.

You goal, most likely, is not marriage with your referral partners but, it should be a quality relationship. The gold standard for any active relationship is consistent communication. Pick up the phone and say “hello,” don’t hide behind the relative anonymity of email. Go out and stop in an office. People are lonely. They are busy but, they are lonely. If you aren’t interrupting their lives with useless trash (i.e. rates sheets!) they will most likely enjoy your company. To make a friend you must first shake a hand. The rest will follow.

#3. Start a Blog – Brian Solis recently asked a question of his readers: “If a conversation takes place online and you’re not there to hear or see it, did it actually happen?” The answer? “Indeed. Conversations are taking place with or without you.” In one of my recent interviews with Dan Green he put forth the idea that he only works 8 hours per day but, the internet is on 24 hours per day. Your referral partners most likely do NOT work the exact hours you do. Who is giving them service, answers, knowledge, wisdom, when you aren’t there? Blogging gives you an online presence that continues to speak for itself long after you have gone to bed.

#4. Aggregate Real Estate News – You’re in the Real Estate Industry! Why the hell don’t you know the ins and outs of the industry news? Ricardo Bueno is incredibly busy but, has the time to keep referral partners informed of the “goings on” in real estate. He prints off his most recent blog post and takes it with him to meet the Real Estate Agents he works with. This simple act is enough to convince most of the individuals he connects with that he is at the very least knowledgeable. If you want to win the hearts of referral partners they have to know that you wouldn’t lose in an industry related quiz match against a 5^th grader.

#5. Don’t Waste Your Time – When life throws lemons at you… walk away! There are far too many agents out there that are looking to be intercepted by you that you don’t have to chase someone who isn’t willing or ready to chase you back. Revisit the relationship late but, as long as it’s raining lemons, walk away.