I have just returned from attending the
During the breakout sessions, Michael W. Johnson, a former loan officer (most recently specializing in reverse mortgages) and career sales executive, was introducing his relatively new concept based on networking groups. But unlike other groups, this one is primarily centered on the loan officer.
The formal name of the company is TRP LLC, which stands for Trusted Referral Partners. The networking group consists of between 10 and 12 people. It also has a lower cost to join ($100 per year) than other organizations.
During his presentation, Johnson spoke of one very important concept that originators need to consider when joining these kinds of organizations, or when they do any kind of marketing−the return on investment. He said than when someone joins any referral group they need to measure how much business comes from that group.
Johnson also said his goal is to have positive thinking groups, as opposed to negative ones. Later he said working with willing people, not negative ones.
In creating and running a networking group, Johnson explained first impressions are lasting. Any business that a group member refers needs to be treated with kid gloves. It is a lead that is being handed to the originator “on a silver platter,” he declared.
How will people refer you to their clients if they don’t know what you do, he said, defending the TRP concept.
