"I look to the mountains; where will my help come from? My help will come from the Lord, who made heaven and earth. He will not let you fall; your protector is always awake."
Adversity
Psalm 121:1
Step 12
Build Referral Relationships with Divorce Attorneys
Divorce attorneys are among the most valuable — and most overlooked — referral sources in the mortgage industry. When a marriage ends, the family home almost always becomes part of the legal equation. One spouse may need to refinance to buy the other out. The home may need to be sold. Or a newly single client needs to get pre-qualified for a new purchase before the divorce is even finalized. Every one of those scenarios is a mortgage opportunity — and the attorney controlling that case is the gatekeeper.
Understanding Their World
Before you walk into a law office or send a single email, understand this: divorce attorneys operate under enormous pressure. Their caseloads are heavy, their clients are emotional, court deadlines are rigid, and phone calls and emails never stop. The last thing they need is another salesperson pitching them something. What they do need — and what they will remember — is a reliable, knowledgeable mortgage professional who makes their job easier. Your goal is not to sell them on Glory Mortgage. Your goal is to position yourself as a trusted resource who helps their clients move forward quickly, cleanly, and with dignity. When you show up that way, the referrals follow naturally.
How to Get Past the Gatekeeper
Most law offices have a front desk staff member or office manager whose job is to protect the attorney's time. Here is how to approach it the right way:
1. Call ahead before you visit. Don't just show up cold. Call the office and ask: "I'm a mortgage professional with Glory Mortgage and I work with clients going through transitions, including divorce. Who would be the best person to speak with about how we might be a resource for your clients?" This shows professionalism and gets you a name.
2. Bring a professional resource packet — not just a business card. Put together a clean, one-page overview that explains how you help divorcing clients: buyout refinances, getting one spouse pre-qualified quickly so proceedings can move forward, and helping clients understand their options before the settlement is finalized. Include your photo, direct number, and the Glory Mortgage website. This leaves something tangible and memorable.
3. Time your visits strategically. Avoid Monday mornings — attorneys are catching up on the week ahead and are rarely available. Avoid Friday afternoons — they are wrapping up and mentally checked out. Tuesday through Thursday, mid-morning (10 a.m. – 12 p.m.) or early afternoon (1 – 3 p.m.) tends to work best.
4. Ask for five minutes, not a meeting. When you do get face time, frame it as a quick introduction: "I only need five minutes to share how I work with clients in your situation — and leave you something useful." This removes pressure and makes it easy to say yes.
5. Follow up exactly one week later if you hear nothing. A brief, professional follow-up call or email shows persistence without being pushy. Reference what you dropped off and offer one specific way you can help one of their clients right now.
What to Say in Person
When you get face time with an attorney, keep it brief and value-focused. Here is a simple framework to guide the conversation:
"Hi [Attorney Name], I appreciate a few minutes of your time. I'm [Your Name] with Glory Mortgage. We specialize in helping clients navigate the mortgage side of major life transitions — including divorce. What I find attorneys appreciate most is that I can get a client pre-qualified quickly — sometimes within 24 to 48 hours — so that buyout options, property settlements, or new purchase plans can actually be part of the legal conversation instead of an afterthought. I work with dozens of loan programs, including options for clients with bruised credit or non-traditional income, so I rarely have to turn someone away. I'm not here to pitch you anything. I just want to be a resource you can trust when a mortgage question comes up for one of your clients. Here's a quick overview of how I work. If it ever makes sense to connect a client with me, I'll take care of them — and I'll always keep you in the loop on what's happening."
Keep it to that. Answer any questions they have, leave your packet, and thank them for their time.
Three Email Templates
Use these as-is or adapt them to your voice. Each is under 150 words and focused entirely on delivering value — not on selling.
Email 1: Cold Introduction Email
(Use for first-time outreach when there has been no prior contact)
Subject: A resource for your clients navigating property & mortgage questions
Email 2: Follow-Up Email
(Send 7–10 days after dropping off materials or leaving a voicemail with no response)
Subject: Following up — mortgage resource for your clients
Email 3: Value-Add Email
(Send to an attorney you have already met once; includes a helpful resource or tip)
Subject: Something that may help your clients with property settlement questions
Suggested Time Block for Attorney Prospecting
Consistency is what turns a one-time introduction into a steady referral relationship. Block 2–3 hours per week specifically for attorney outreach. A simple weekly rhythm:
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One new attorney visit or introduction call per week
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One follow-up on a previous contact
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One value-add touchpoint (email, article share, or quick check-in) for an attorney you have already met
At that pace, you will have introduced yourself to dozens of attorneys within a few months and have a handful of active referral relationships by the end of your first quarter.