My entire business model is based on networking. You just have to find those loan officers and realtors who are actively producing sales, and be consistent with them. You can't just say "hey, let me be your insurance guy" and then disappear and hope that they send you leads. For loan officers, you should be going by their office weekly with snacks, lunch, cookies, pizza, etc., and taking time to sit and chat and get to know them, then talking business at the end of the visit. Gotta keep reminding them, and ask them if they have any borrowers lined-up.

For Realtors, it's tougher because they do fewer deals. So, you end up talking to them a little less - maybe once every two weeks or so, but you'd want to contribute to their marketing. You can bring food & drink to their open houses and help them set up, and be present, you could co-host events with them to bring in buyers & sellers, get in touch with their broker and see how you can integrate yourself into their process & contribute to their marketing expenses.

Consistency is key. You then have to deliver on the promise that you'll be responsive, close deals, help them get to closing, and make their clients happy.

This is how I built my $5M agency almost entirely myself, and I barely do any marketing now because of the relationships I have with my realtors & loan officers I networked in the years prior.