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The Social Network
Have you ever hung around a group of real estate agents in their office listening to them talk? Some agents jokingly tell you that a real estate office is nothing more than a gathering place to be seen and heard - a social country club - agents catching up on the latest, talking about current customers, problems in their businesses, and of personal matters.
Call it what you like, but a social country club can yield great results for you. I've learned from eavesdropping on conversations they frequently trade information. What kind? - The kind that can propel your business skyward.
Focus of Another Kind
What is it that high volume loan originators who originate 90% or more of their loan applications from real estate agents do that low volume loan originators don't?
There are a few things, but mainly they've developed an effective client loyalty strategy focused on continually moving their clients (agents) up the ladder toward evangelism.
What's Evangelism?
It's delivering such a memorable experience that it compels the agent to share it with other agents. Making them a traveling, walking and talking billboard. It's like having an all-star sales person on staff without having to pay them - a volunteer sales force.
Real estate agents as evangelists are key influencers on other agents. It's how an agent is recommended to you well before you know what's happened, which is why social networking in a real estate office can work toward your advantage.
I've witnessed agents promote their loan originator to others during and after sales meetings. And if the agent carries clout, their word is respected and that particular loan officer enjoys a flood of referrals.
You don't have to work with agents to enjoy the product of evangelism. If you experience a high level of referrals from borrowers, you're experiencing it. On the other hand, if you're not getting your fair share, don't work on your marketing, work on your service.
How you service borrowers will be a reflection of how you'll service agents. If you're not a frequent communicator with your borrowers before, during and after the sale, you'll struggle securing loyalty from agents. Gaining loyalty means focusing on learning everything about the agent's business and interacting with them more than your competitors.
Watch for next week's article when I outline the steps of the ladder that lead to converting your agents into evangelists.
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:
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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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