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For a home mortgage loan officer, marketing is one of the most important things that he or she can spend time on. The approach letter is one of the best ways to make initial contact with a real estate agent and obtain mortgage marketing leads. The key, though, is to say the right things and make sure it gets read. Can you call the past clients of a co-worker to generate referrals? If so, you could split the commissions generated from your efforts. Prospective clients and realtors are looking for proof of your claims - a testimonial provides that credibility.