REF- WHAT'S YOUR PROBLEM?- IMPORTANT
These 2 problems are often confused as just being 1 problem
THE MOST COMMON PROBLEM -You want/need business from agents…
YES- that is a problem- but if you are feeling frustrated and “hungry” right now it might be because you aren’t really dissecting the problem into it’s various components to see what section of the problem is truly the issue!!
GETTING BUSINESS FROM AGENTS IS REALLY A 3 PART PROCESS..
lets talk about what these 3 parts are- the issues at each stage- and some resolutions
1.MEETING AGENTS
2. CONVERTING THEM TO PARTNERS AND A REFERRAL SOURCE
MAINTAING A LOYAL PARTNERSHIP RELATIONSHIP
NOW LET’S BREAK THEM DOWN…
1.MEETING AGENTS
Here are the ways we are taught..
- use social media to get in front in them - friend them on instagram- fb- linked in and send them relevant posts
_ call them with a script -weekly and work to get a meeting.
- network with them in REFERRAL groups
- visit them - unannounced at open houses
- Host a happy hour- we know FOR SURE they will attend !!! free food and drinks
- Cold call and offer to pay for their leads…
If you know other ways please leave them here…
SO- how have those ways been working for you ????
Probably not too well… Mostly because you are doing this one at a time - and often not even targeting the right agents- ( there are 3 categories I have discovered - only 1 is worth the effort)
BUT Here’s the main issue- YOU NEED TO ATTRACT THEM INSTEAD OF CHASING THEM…not sure why none of the other so called GURUS in our space show this.. maybe they just don’t originate anymore and don’t feel the pain?
This is easily done if you know how..
You provide education to them - IN ADVANCE OF ASKING FOR ANYTHING …
You show them ways they can sell more homes since that is ALL THEY REALLY CARE ABOUT !!!!
You can teach them about programs they aren’t aware of
How credit challenged buyers are still able to get a loan
Programs for those self employed and 1099 buyers who they come across
Asset based loans
Investor programs
and general sales and persuasion tactics to help them sharpen their axe….
That is exactly what I do and what I have taught hundreds of successful originators to do and provided the actual slides and recordings for 4 different sessions in the How To Attract 50 New Agent Partners in The Next 30 days
There are actually 2 EAGER partners that would be eager to fill the rooms for you that I share as well as the actual flyers and ads used ..
How cool would it be to actually have an agent HAND YOU their card and ask YOU to meet with them.???
But now you have a meeting …. that’s not then end of it..
Many loan officers will get that “coffee” or lunch meeting…. it might even go well and you like each other…
BUT NOW WHAT?
You sit and wait for them to send you client or a prequal…
They don’t and times go by and all that effort was a total waste
2. CONVERTING THEM TO PARTNERS AND A REFERRAL SOURCE
While its critical to get a meeting in the first place as we showed in part 1 … Converting them to a referral partner is even more important..
It all goes back to what I said before..
AGENTS ONLY WANT TO SELL MORE HOMES
WHAT CAN YOU DO TO HELP THEM SELL MORE HOMES?
One way I do this and have also shared with hundreds of other successful originators is by doing homebuyer workshops…
You can now speak to that agent as a partner..
Tell them that you have a way to attract buyers each and every week
You do the first one live and then you replay the recordings so it appears live..
This is why I created the WORKSHOP ON WORKSHOP program and Provide the training to get it all set up and the sample slides and recordings to 3 different workshops …
THIS IS A GAME CHANGER— think about this—
They now see you as a partner who is trying to help them do more business.
You now have a reason to call them EVERY SINGLE week with a list of buyers who attended last weeks workshop ( they think is live but you are out enjoying your day or weekend)
So they don’t get stale and forget you and all the great programs you have… Instead they eagerly await your call and you they see you as a partner and send you leads as well.
BUT WAIT- we are still not done!!!
MAINTAING A LOYAL PARTNERSHIP RELATIONSHIP
You still have to maintain the relationhips
You have to provide good service and use strategies that keep you top of mind at all times…
It’s exactly how to crack the agent code…!!!!
IT involves alot of strategy and psychology and tactics to make it happen…I did a 2 day event covering all of this called Cracking The Agent Code
If you are interested check it out
BOTTOM LINE— you must understand these 3 phases of getting deals from agents!!
and you must have a strategy for each!!
WOULD LOVE YOUR THOUGHTS- so please leave a comment
Forward this to someone you think needs to read it
Dedicated To Increasing YOUR Production
Brian Sacks