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Questions Are The Answers
You know you need to get into the field and meet agents, but you really don't want to cold call. You want to spot opportunities to easily greet agents, but you're uncertain where to start.
Here's the exciting news! It's doesn't have to be as difficult as some loan originators make it. Every time you leave your office and spend the day in the field, there's a plethora of opportunities waiting to be discovered. Each time you speak with an agent there's something to gain. And all it takes is to know where to look and the questions to ask.
Leverage Your Best Resource
Your first and best resource is your existing relationships, agents who know and trust you. They can help promote your services to other agents quickly and all you have to do is ask.
In your next conversation, tell them you're searching for one or two new relationships and you'd like to find other agents just like them. Describe a few characteristics, and then ask who they know that fit it. After they've mentioned a name or two, ask them if they wouldn't mind getting permission from the agent for you to contact him or her or schedule a meeting.
Finally, with purchases, you should cross promote to the Seller's agent. If you haven't done it before, you'll be pleasantly surprised how they react when you contact them to share that you're the person handling the home financing. There's no need to sell or convince them of your services, just include them every step of the way during the loan application process like you do with the Buyer's Agent. That way the Seller's Agent experiences your service firsthand.
Office Visits
Would you spend more time in real estate offices if you had more reasons to be there? Nearly every office you visit has different opportunities for you to promote your services, but it's not advertised. You have to probe and investigate which opportunities are present in each office.
Begin with receptionists, who are like switchboards; they can instantly connect and plug you in.
Questions to ask:
- Do you permit outside vendors to attend / speak at sales meetings?
- Do you ever have Lunch-n-Learns?
- Do you print a company newsletter?
- Can I give you materials to place in the agents' mail slots?
Now look at my motive with each question. The first one is to learn about speaking opportunities. Anytime you can get in front of a group of agents, it's the best use of your time.
Lunch-n-Learns are organized brown bag lunches. They feed their bellies while you feed their brains. Depending on the topics you teach, it can appeal from brand new agents to highly seasoned agents. And if you can't do it onsite, do it offsite. One of my clients who is teaching one next week, had to move the location to a larger premise and offer a second one because of demand.
Company newsletters can provide a couple opportunities, one being free publicity. Inquire with the broker if you can submit helpful articles, or if that's not permissible, purchase advertising space. But treat the advertising space differently. In fact, the same principle applies to mail slots. Your advertising shouldn't directly solicit; agents will ignore it.
The smarter thing to do is to use the advertising space to promote your expertise, just like how I teach in my program, Become an Agent Magnet. That means sharing your success stories that describe problems you helped solve and the results it created. And tell it from the client's point of view. It's better that someone else brags about you, then you doing it yourself.
So instead of distributing flyers in mail slots that describe loan programs, tell your success story. In fact, make your flyers a series of success stories. Agents will look forward to getting them if you use a regular frequency.
How to Become an Agent Magnet
There's nothing more painful to an agent then a loan originator showing up on their doorstep with nothing of value to share. In this article alone, I've shared 7 ideas; ideas to help you make the most of your time and deliver greater purpose for visiting real estate offices.
If you're still unsure or not so confident yet, look into my program, Become an Agent Magnet. It teaches you how to position your services so you're unique and different from competitors. From this you'll gain the added confidence to step out into the real estate world and begin attracting agents. It's a small investment for a big return on a set of skills that you'll use for your entire career.
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Helpful Resources
Become an Agent Magnet Program - Includes $491 in bonuses and free shipping
Tax Advantages for Home Ownership - Great closing gift that produces instant referrals
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