Broker thriving after trial by fire

“I’m completely focused on relationships,” Welch said. “I expand to reach a lot of agents, I’m part of a lot of networking groups. I used to really find it so hard to go to everything to get my name out there, everywhere. Now that I’ve already built that business, I’ve recently just hired what I consider a relationship management person where she’s going out and building new relationships. She doesn’t originate.”

She also capitalizes on the power of social media: “I have a full-time marketing person. He basically puts us heavy on social media and makes us the local expert on mortgages but also provides a lot of content for our real estate agents – for any real estate agent, any title company, any insurance agent. We’re a resource where people can come in and create video content for their social media and we produce it and give it to them, just adding value as a resource for people.”

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Yet it’s not just forging new relationships, but cultivating existing ones, she noted. “Really the most important thing is building the relationships with people but not just going on to the next, going on to the next. You have to nurture those relationships and take care of those relationships and don’t forget what got you there. There’s so many real estate agents I started working with 10 years ago and I’m still working with them now. I can’t always be chasing the next best thing. You have to keep giving the same level of attention. All your client advocates, they’re your biggest fans already. They trust me.”

Special little touches don’t hurt either. Welch said she sends confetti-filled congratulatory cards to each client that’s pre-qualified. And who doesn’t love confetti?