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ACTION e-zine a newsletter for loan officers to learn how to become Agent Magnets     Sent to over 1580 subscribers every Tuesday. Please pass on ACTION e-zine to those in your office. To leave list or change email address, scroll to bottom.   Word count for this issue: 843 Approximate time to read: under 5 minutes   Extra Special Something Imagine if you spent your entire day handling referrals from real estate agents? Or getting call after call from different agents desperately seeking your expertise? Ok, I'm exaggerating the desperate part, but you know what I mean.   How do you secure 100% loyalty from agents? - The kind that earns you all their referrals and inspires them to convince other agents to use your services.   Does it sound far fetched? It might if you've never succeeded working with agents before, but after reading today's article hopefully you'll have a fresh perspective. Today's insight is about providing that extra special something that puts loyalty over the top. It's about providing a magical ingredient. And if you think that ingredient is "delivering great service," that's only part of it. There's more, ...much more...read on.   Print this article and discuss at your next sales meeting. Use it to brainstorm ideas.

Magical Factor   How do you secure 100% loyalty? What's the magical ingredient? The answer is obvious - add value to the relationship...but what isn't so obvious is just how you do it.   Read any book on relationship marketing and it'll say the same thing, "To secure loyalty, you must provide added value." But just how do you do it? I believe every loan originator wants to provide agents added value if they knew how.   The best way for me to describe how to do it is to share actual examples. Examples of loan officers who have learned how to secure loyalty from using my program, Become an Agent Magnet.   Open House Dilemma My first example is someone who has been a loan originator for less than 4 months. She's based in El Centro, CA, a town where the real estate agent population barely tops 200. It has so few agents that she can't afford a mistake because word travels faster than email.   From studying my program she learned to research agents in her area and discover what problems weren't being solved. And in this case, she found that the cool down in the market had many agents struggling to produce quality traffic to their open houses, which they depend on for new leads.   Once she designed a simple plan for improving traffic, she met with agents frustrated with their open houses. Initially she was surprised by their receptiveness. What really blew her away was how each one asked her if she would help with their next open house. Faced with limited availability, she used a worksheet included in my program to determine which agents were best suited for her. From it she selected two.   Both agents held open houses, one being mid-week, and sure enough, her plan doubled traffic and produced multiple leads. These results helped progress each relationship through the various stages of client loyalty.   Today, she meets regularly with each agent reviewing strategies that cross promote and co-brand each other. The co-branding has been significant, increasing her exposure in the community and prompting inbound calls from other agents inquiring about her services. Plus both agents pledged their loyalty and promoted her to other agents in their respective offices.   All of this was because she added value - something extra special.   Still Unsure? This next example will tie your socks in a knot.   Another loan originator with limited experience used my program to differentiate her services from competitors. Residing in Phoenix, Arizona where there are over 40,000 agents and probably just as many loan originators, she was having difficulty getting noticed.   Her first step was completing a self-inventory as outlined in my program, at which point she identified a strength that she could use to position herself uniquely, strengths that have nothing to do with mortgages (hint...hint).   She realized her talent for understanding technology could be a tremendous benefit to agents that felt overwhelmed by it. Her research showed that agents were inundated with software solutions. Software that appeared exciting on the outside but was intimidating on the inside. So she focused her energies on a particular agent who admitted was losing business because he wasn't automated and quite frankly, afraid of it.   It didn't take long before her technical solutions helped him produce sales. But here's where the story gets better.   I'm sure, as you know, the more you develop a relationship, the more it grows. Well, during its course of growth, he referred his own personal loans to her. The trouble was that his personal loans were tough, so tough that one of the two she couldn't close. Worse yet, she didn't figure out that she couldn't close it until the 11th hour. Imagine the pickle!   But this is where we have a happy ending. Although she literally blew a deal, his deal I might add, she had spent countless hours tutoring him on technology. Tutoring that helped increase his exposure, and produce sales without increasing his costs. So even though she blew the most important deal, he didn't hold a grudge because the added value outweighed it.   Outweighed by how much? Enough that he willingly convinced two agents in his office, after his ordeal, to use her services...oh did I forget to mention he's a broker?   Added value is the magical ingredient that ultimately secures loyalty. And that's not something you can buy off the shelf. You have to learn what value you can add, and when you do you'll magnetize agents to your doorstep.     Learn How To Add Value How can you learn what is your magical ingredient? That's right, 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. Without risk, you can get started today!   Go here to learn more:   http://www.loan-officer-marketing.com/agent-magnet.html

Helpful Resources   Become an Agent Magnet Program - Includes $491 in bonuses and free shipping   http://www.loan-officer-marketing.com/agent-magnet.html Tax Advantages for Home Ownership - Great closing gift that produces instant referrals   http://www.loan-officer-marketing.com/real-estate-closing-gift.html     Visit Archive of past issues:   http://www.loan-officer-marketing.com/archive.html