How do you convert an agent into an evangelist? No, the answer isn't to sprinkle Holy Water on them. Let's instead look at it from an evangelist's point of view. Put yourself in the shoes of one, not the preacher type, but someone advocating about a product or service.
For instance, maybe you have a favorite account executive, someone that you personally recommend to other loan originators. If that's the case, think about the reasons you evangelize. Do they provide you timely service? Get things done when others can't? They consistently exceed your expectations? They educate you on certain loan programs that yield income-earning opportunities?
If you're promoting him or her, there's probably plenty reasons why, but we do know ultimately it's because of added value. They add value to the relationship, so much so, that you willingly put your reputation on the line and persuade other loan officers to give them a shot.
So what's the easiest way to convert an agent?
By delivering added value, which means helping the agent to conquer insurmountable obstacles and achieve goals that exceed expectations of your service.
This earns you a trophy-shelf position and like a high performing mutual fund, the agent recognizes the dividends of the added value you bring to the relationship and evangelizes to others. Even better, you enjoy the long line of agents at your door generated from the free publicity.
Stay tuned for next week's article when I share specific examples of added value from loan officers using my program, Become an Agent Magnet.
