How often do you review your prospects? I keep a very detailed list of all the referrals I am given and go back about once a week to look for opportunities to reach out to the prospect and referral partner. I may send an email or text or call. The client appreciates the contact and the Realtor loves the follow up.
Many times, prospects have talked to other lenders and if you are the only one that continually follows up then they will feel a greater connection to you. This may be the deciding factor when they are ready to move forward.
Take the time to track your prospects and then follow up on a regular basis.