The Key to Successful Partner Meetings: Asking the Right Questions

As a mortgage originator or financial professional, building strong partnerships is essential to growing your business. One of the most effective ways to establish and maintain these relationships is through structured partner meetings. The key to making these meetings impactful? Asking the right questions.

Many professionals go into these meetings without a plan. They focus on what they can offer but forget to ask what their partners actually need. By simply asking thoughtful questions and listening carefully to responses, you can position yourself miles ahead of most mortgage originators in the industry.

Step 1: Be Prepared

Before heading into any partner meeting, take the time to prepare. You should not only know what questions to ask but also how to answer the responses you receive. Creating a simple binder with a list of key questions and a place to take notes will help you stay organized and professional.

Three Essential Questions to Ask Your Partners

While there are many valuable questions you could ask, I’ve narrowed it down to three that have consistently provided the best insights.

1. What do you like about working with a mortgage originator? What are your two to three biggest needs?

Understanding what your partner values most in a mortgage originator gives you a roadmap to exceed their expectations. The top responses typically include:

• Communication during the process – The number one need among partners. A great way to address this is through a structured follow-up system, like the 2-Day Call Back System, which ensures consistent and timely updates.
• Delivering on expectations – Professionals want to work with someone who follows through. Show them your upfront information-gathering process to reassure them that you set clear expectations from the beginning.
• Referrals – Every professional values a reciprocal relationship. The Core7 Referral System is designed to create structured referrals that help build a sustainable, long-term partnership.

2. What do you not like when it comes to working with a mortgage originator? What is an absolute deal-breaker?

Knowing the pain points of your partners can help you avoid making common mistakes. The most frequent complaints are:

• Poor communication – Lack of updates or last-minute changes frustrate partners and clients alike.
• Last-minute surprises – Unexpected issues at closing create unnecessary stress. Clear communication and proactive problem-solving can prevent this.
• A one-sided relationship – Partners don’t want to feel like they’re sending referrals without getting any in return. Ensuring a mutually beneficial relationship is key.

3. How can I WOW you? If I could wave a magic wand, what would make you want to give me all of your business?

Encouraging your partner to think beyond industry norms allows you to discover unique ways to add value. Some answers I’ve received in the past include:

• Consistently providing referrals – Some partners prioritize receiving high-quality referrals to grow their business.
• Client follow-up at closing – Making a personal call to clients after closing to survey their experience can set you apart.
• Out-of-the-box strategies – One realtor wanted to meet more real estate developers, so we created a campaign to connect them. Another benefited from delivering open house survival kits to For Sale By Owners. These creative ideas can make a huge difference.

Implementing What You Learn

Once you’ve gathered these insights, put them into action. Adjust your process to meet your partners' needs, avoid common pitfalls, and go the extra mile to WOW them. This approach will strengthen your relationships and position you as the go-to professional in your network.

By consistently asking these three questions and refining your approach based on the answers, you’ll build deeper partnerships and generate more referrals.

I’m Mark Maiocca, founder of the Core7 Referral System and author of the Amazon bestseller What’s Your Rate? How to Buy a Home and Secure Your Financial Future at the Same Time. I teach real estate, mortgage, tax, and financial professionals how to form structured mastermind groups to generate referrals and provide a greater impact for their clients.

Ready to take your partnerships to the next level? Start implementing these questions in your next meeting and watch the results unfold!