|
Bottom of the Chain
In today's market, trying to convince agents to do business with you is like communicating with the dead. If you're experiencing what I described in the opening paragraph, you're clearly at the bottom of the chain. And here's why.
The latest housing boom produced an influx of agents. Although housing sales increased, seasoned, tenured agents captured much of it. So with the market cooling and sales declining, there is less for an overpopulation of agents. While you are promoting your services, it's being ignored because the agents are only focused on where their next buyer is coming from.
Meanwhile you wait until they get one and hope it's referred to you and not one of the other dozen loan originators marketing their services to the same agent.
Climb to the Top
Agents don't need to be solicited; instead they need your help. It's a turning point in the industry. Agents dependent on sales to support their lifestyle can only last so many months before having to turn to other sources for producing income.
Herein lies your opportunity. At the bottom of the food chain, you wait for agents to refer buyers to you. Being at the top means helping agents find buyers. The buyers you help find, in return, are referred to you. Simple concept, but how is it done?
3 Quick Solutions
Using synergy you can instantly help an agent find your next client. Offering your help is the easiest method to convincing an agent that you're more than just a loan originator and not afraid to roll up your sleeves and do some dirty work.
- Database Mining - Determine if the agent regularly mines their database for opportunities. If not you can cooperate on a marketing strategy campaigning with postcards, newsletters, personal letters, etc. to uncover sales leads.
- Event Planning - More than ever an agent needs to be involved in their community. Helping them to plan a seminar, giant garage sale involving all the neighbors, or organizing the local block watch can be simple methods for agents to be interacting with members of their targeted audience.
- Cross-Promotion - Just like an agent should mine their database, you can market your database to discover clients who want to upgrade / downgrade their home and cross-promote an agent.
Over the past 90 days I've been, with my clients, prospecting agents. It became obvious quickly what agents wanted. They weren't interested in hearing about our services; they only wanted to know how we could help them stay in business. You can offer your services to an agent, or you can choose to help them.
How to Become an Agent Magnet
One of the best ways to learn how to work with Agents is from my program, Become an Agent Magnet. It's battle-tested from years I've spent working hand-in-hand with loan originators marketing to agents.
I've been fortunate to work with over 500 mortgage companies and know what loan originators do and don't do in their marketing.
My program helps you learn how to attract agents to your doorstep. It includes complimentary shipping and a complete satisfaction guarantee.
Learn more here:
|
|
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
Visit Archive of past issues:
|
