What's not working? The shotgun approach where you get in front of a large number of Referral Partners but you don't provide well thought-out specific solutions. One size does not fit all and I've found that I need to get to know my Partners well before sharing too much information...
I have always been best one on one. So, I try to do 1 - 2 Realtor/Builder/Financial Planner meetings per week and I focus on two things. 1. Addressing the little things that many MLO's neglect (ie. actually paying attention to Contingency Dates and beating those dates) and 2. Highlighting what I think differentiates me/my bank.
Yes, I use that method and it works great!! I also contact all Selling/Listing Agents that I have an active deal - as they never say "No" when you have an active deal... I also leverage my other Referral Partners; Bank Employees, Builders, Financial Planners... really anyone who has a relationship with a Realtor. If I can get the referral partner to tag along to the coffee/lunch all the better. Otherwise I just ask them to set up a warm call.
Here's one of the smartest things I've ever done... after earning the trust of a FP, I asked him to send my contact information to his entire database and this was during the Refi Boom - it worked really well. Referrals from FP's are very warm because the client already has a trust based relationship with the FP. Most people that use an FP seek their advise before making any major financial move, so, they are great in a purchase market as well...
The final method isn't as flattering... I've been doing to for 25 years and that provides some name recognition. #workhardbehumble #servewell
I am calling every agent I do business to see what I can do to help them grow their business
Including- homebuyer webinars and in person
Allowing them to give away my new book
Inviting them on my radio show/podcast to share open houses they are doing
Partnering with a new title company in Florida to do an agent training in October to meet new agents and show them value upfront- not one on one but 50 in a room at one time with me sharing /speaking
What's not working? The shotgun approach where you get in front of a large number of Referral Partners but you don't provide well thought-out specific solutions. One size does not fit all and I've found that I need to get to know my Partners well before sharing too much information...
I have always been best one on one. So, I try to do 1 - 2 Realtor/Builder/Financial Planner meetings per week and I focus on two things. 1. Addressing the little things that many MLO's neglect (ie. actually paying attention to Contingency Dates and beating those dates) and 2. Highlighting what I think differentiates me/my bank.
Thanks Steve
How are you getting those one on ones?
Here's a tip
Ask agents you already work with to introduce you ...
Yes, I use that method and it works great!! I also contact all Selling/Listing Agents that I have an active deal - as they never say "No" when you have an active deal... I also leverage my other Referral Partners; Bank Employees, Builders, Financial Planners... really anyone who has a relationship with a Realtor. If I can get the referral partner to tag along to the coffee/lunch all the better. Otherwise I just ask them to set up a warm call.
Here's one of the smartest things I've ever done... after earning the trust of a FP, I asked him to send my contact information to his entire database and this was during the Refi Boom - it worked really well. Referrals from FP's are very warm because the client already has a trust based relationship with the FP. Most people that use an FP seek their advise before making any major financial move, so, they are great in a purchase market as well...
The final method isn't as flattering... I've been doing to for 25 years and that provides some name recognition. #workhardbehumble #servewell
Awesome..thanks Steve
Ok- I will start the conversation..
I am calling every agent I do business to see what I can do to help them grow their business
Including- homebuyer webinars and in person
Allowing them to give away my new book
Inviting them on my radio show/podcast to share open houses they are doing
Partnering with a new title company in Florida to do an agent training in October to meet new agents and show them value upfront- not one on one but 50 in a room at one time with me sharing /speaking
OK- YOUR TURN..