Case in point: Joe is a loan officer. Joe lands a meeting with a big builder in his market. The meeting goes well and the builder seems interested. "We might be able to do some business," he tells Joe. "I'll let you know." Joe leaves that meeting excited about this new opportunity, drives back to the office and waits for the builder to get back with him. Joe waits, and waits, and waits. Nothing happens.

Beth is a wholesaler account rep. Beth meets with a potential broker client about doing some referral business. The meeting lasts at least an hour and goes very well. Beth returns to her office just as enthused as Joe. In the end, nothing happens.

Many mortgage salespeople are guilty of this same mistake. They get one appointment with one prospect, deliver a great meeting, and then they stop and wait.

Sometimes the meeting results in a new partnership, sometimes it results in nothing. I have known sales people who have a great meeting with a client on a Monday and their attitude is: "I'm done for the week!" They rest on their laurels hoping that something will happen from that one encounter. It's a risky venture.

Here are five simple tips to keep in mind when it comes to prospecting:

1. Don't get one appointment for this week, get four or five! If you can get one, you can get more than one. Numbers count!
2. Assume that about one out of every four people who tell you that your offer "looks good" is actually interested in doing business with you. So to get five new referral clients, you need to talk with 20 interested prospects!
3. When a client sales call goes great, make another one…fast! You are on a roll, charged with enthusiasm and positive energy. Your chances of landing another appointment or meeting are as high as they will ever be. Don't go back to the office and push papers. Make another call!
4. Follow up every interested client with another meeting as fast as you can. The more time that passes, the colder the opportunity becomes. Follow up immediately with a thanks-you card or email, then in a day with a phone call and next week with another meeting. Don't wait until it is too late to act!
5. Don't spend your money before you make it. It's great to get excited about your new opportunities, but remember that you don't really have anything yet, only an interested prospect. It may amount to something and it may not. The smart play it to go out and find another in case this one doesn't take.

The more prospects you have the more relationships and sales you will create. Don't stop when you land just one. Keep going!

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