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Mortgage Originator Marketing – How to Get More Real Estate Agents

One day a mortgage originator marketing to real estate agents invited one to lunch.

In the course of the meal, the mortgage originator said to the agent each reason why they should do business together. By the point they’d finished, the mortgage originator conjoled the agent to use his services. Initially the agent was reluctent, but at last consented when they saw the mortgage originator pick up the lunch tab. The few days later the agent referred a lead to him.

Unfortunately, the loan didn’t close on time. Though there were many suggestive reasons, the agent did not want to listen to it, and instead, became upset, truly upset.

The loan ultimately closed, even though it was a week after the 1st close of escrow. The agent was so disgusted by this, they said to the mortgage originator that they’d never send another lead to him again.

But you can’t be discourged by this kind of situation. You have something going for you that is highly important when working with Realtors, they need you more than you need them. This isn’t meant to offer you a unexpected ego trip.

It’s meant to identify the plain when working with real estate agents. You’re able to decide which real estate agents your promoting will attract.

Like a chief hiring an applicant for a job position, mortgage originator marketing is about you hiring real estate agents to become your strategic partner. Then you would hold an interview. And eventually, you would conduct some background and reference checks before deciding to offer one of the applicants a position. It isn’t that much different when picking real estate agents. Why waste your time with unqualified real estate agents? You start with standards they must meet before having an interview.

– Do you like working with a full time agent?

– What kind of buyers will the agent refer you?

– What kind of loan programs does the agent’s prospect use most frequently?

You generally have two objectives in this regard:

– to establish what segments exist in the agent population.

– to make a clear and complete demographic of the features of a standard agent of each of these segments.

Loan originators are fervent to transact business with Realtors but typically overlook whether their traits are similar or not.

– Are they empathetic, particularly when everything isn’t going smoothly, like a loan not closing on time?

Folk are creatures of habit and the best predictors of future behavior are the ones demonstrated during the past. If you would like to study a Realtor’s values, ask them about past experiences working with other loan officers.

Listen for examples that get repeated, but with different loan officers. Though there are 2 sides to each example, when you develop a perception, it most frequently leads to fact. Don’t forget, if it walks like a duck, talks like a duck and acts like a duck – it must be a duck.
About the Author

If you are a mortgage originator marketing to real estate agents and need proven strategies, Loan Officer Marketing can guide you. Jeffrey Nelson’s exclusive mortgage marketing program has helped hundreds of mortgage originator marketing to real estate agents. Within weeks, they are getting more referrals, closing more loans and building relationships with real estate agents.

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