I've lived (and originated loans) in three states over the last 10 years and an interesting thing happen one day. I got a call on my home phone from an old client. This was a client I had helped a numbers of years earlier, in another state.
She and her husband wanted to refinance so she looked me up on the Internet and called. She said she knew I probably couldn't do their loan, but they were hoping I would recommend someone reputable.
I'm going to say this big. People want to work with someone they trust. And if they don't know anyone, they are going to get a recommendation from someone they do trust.
What is your reputation? Would your clients go looking for you in another state five (five!) years later? I know I push database marketing, but an important factor in all referral business is the impact you made when you did their first loan, or first met them, or served on a committee with them (etc., etc., etc.).
You would be well served to look at all your interactions to make sure you are building a reputation as someone that is an expert and likeable. Rates and fees are important to prospects, but many times the final decision is made based on reputation and likeability.
