How Top Loan Officer Kevin Kenerson Generates 80% of His Business from Realtor Referrals

Step 1: Build Genuine Realtor Relationships

Kevin doesn’t chase every agent in town—he builds long-term partnerships with producers who value collaboration. His approach is simple:

“You’ve got to tend to your relationships every day. It’s like raising chickens—you care for them consistently, and eventually, you get the eggs.”

By helping agents with marketing materials, listing presentations, and CMA reports, Kevin becomes a critical part of their business. Instead of pitching loan programs, he provides tangible value—and earns loyalty in return.

Step 2: Create FOMO with Your Agent Partners

To stand out in a crowded field, Kevin focuses on offering services that agents can’t get anywhere else. His team provides:

• Professionally designed listing and open house flyers

• Post-closing housewarming parties to celebrate new homeowners

• Personalized cutting board gifts after closing

• Custom Realtor-branded shirts for listing agents

These thoughtful touches make agents proud to work with him—and make other agents want to join his circle. As Kevin puts it, “I’m big on creating FOMO.”

Step 3: Educate and Engage Realtors Weekly

Kevin hosts 1–2 presentations every week for agents across multiple states, educating them on:

• Market updates

• Mortgage fundamentals

• New AI tools

• Social media strategies

By teaching agents how to grow their own businesses, Kevin positions himself as a trusted advisor—not just a lender. He’s proof that consistency compounds: “It’s easier to do two presentations a week than one a month,” he says.

Step 4: Use AI and Automation to Stay in Touch

With a large database of clients and partners, Kevin relies on automation to maintain meaningful contact. His tools include:

• MyHomeIQ for sending personalized home value reports

• AI voice agents that call past clients for check-ins

• CRM automations for birthday messages, market updates, and review requests

These systems let him keep every client engaged—without burning out his team. “Even if an AI call doesn’t book an appointment, it sparks curiosity and re-engagement,” he explains.

Step 5: Celebrate Closings and Multiply Referrals

Kevin’s favorite marketing play is the post-closing housewarming party. His team organizes the event for the client and their agent, provides food, and lets the guests naturally spread the word.

“It’s a celebration—and a chance to meet new people in your client’s sphere. You don’t even have to pitch yourself; they do it for you,” Kevin says.

The Tools Kevin Recommends for Loan Officers

To replicate Kevin’s success, here are the tools he and Chris Johnstone recommend for loan officers:

• The Loan Officer AI CRM – Automate follow-ups, database marketing, and realtor outreach.

• MyHomeIQ – Keep your database engaged with home value alerts.

• AI Voice Agents – Make outbound database calls at scale.

• ListingPodcast.com – Create AI-generated podcasts for real estate listings to impress agents and attract attention.

Final Thoughts

Kevin Kenerson’s story is proof that old-school relationship building paired with modern AI tools can create a business that’s both stable and scalable.
While others chase online leads, Kevin’s phone rings with referrals from agents who trust him—and clients who remember how he made them feel.

If you’re a loan officer looking to grow your business with the same strategies, book a free strategy call at LoanOfficerCRM.ai and learn how to turn AI and relationships into your competitive advantage.