|
 |
| |
Return to Archive
|
ACTION e-zine
a newsletter for loan officers to learn how to become Agent Magnets
Sent to over 1720 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: 602
Approximate time to read: just over 3 1/2 minutes
Your Number One Criteria
There's one basis that supersedes everything that a real estate agent determines if he or she will work with you. And if you haven't made it your top priority when developing relationships with agents, you'll squander opportunities to stabilize your business, and even get ahead of competition, in a vastly changing market.
Today's article, one of the most important I've written to date, emphasizes the core of your communication to agents. After reading it, review your processes, from operations to marketing, to insure you're maximizing this key component that attracts relationships, improves loyalty with existing ones, and shapes your reputation in the community.
Print this article and discuss at your next sales meeting. Use it to brainstorm ideas. |
|
The Missing Ingredient
Hopefully you're not like many of the loan officers who wander among the real estate community in search of transactions, if so, than you're missing the key component that attracts and builds relationships.
Of course you already know what is the key component. It's the foundation for any relationship, but what matters most is, "Are you emulating it at every step?"
I've been fortunate to have worked with thousands of real estate agents and solicit their feedback about their experiences dealing with loan officers. What are their top complaints? Pretty obvious.... loans not closing on time, poor or no communication and the proverbial - "Over promised, under delivered."
So what does that amount? Just the one thing that matters for any relationship to spark and sustain over a lifetime - Trust. Trust is the unquestioned belief that the other person has your best interests at heart. Therefore, your number one focus when communicating with agents is to build trust.
What Are You Communicating?
You don't show up at an agent's office, introduce yourself and have trust instantly. So how do you gain it? Before you can gain it, you must demonstrate that you're trustworthy. And how does that happen? The same way that agents use to gauge your level of trust - through communication. Communication, openly and frequently, is the stepping-stone for an agent to feel you are trustworthy.
What should you communicate? The same thing I recommend in my program, Become an Agent Magnet. Communicate about problems. Why? Because it shows that you understand and it sets you apart from competitors. For instance, you know that agents always complain that loan officers don't get loans closed on time, so instead, take advantage of it. Each time you close a loan on time broadcast it to agents, like a press release.
You're not tooting your horn, you're communicating that you're trustworthy. And when you broadcast it each time, you're demonstrating your ability to solve a common problem, one that drives agents crazy.
What else can you communicate that demonstrates trustworthiness? Measurable Progress. Always measure your progress and get feedback from agents who are working with you. This is valuable information you can broadcast. Agents are more impressed with what you've done to help others, than being directly solicited. Past actions always speak louder than promised words.
So look at communication as your chance to reinforce your expertise, as your chance to develop a perception of being different than competitors, as your chance to demonstrate your trustworthiness. And when agents keep hearing from you, hearing about your successes, hearing about the problems that agents don't experience when using your service, you'll have plenty of them dumping their lenders and choosing you.
Learn How to Become
an Agent Magnet
Need more help communicating with agents? Check out my program, Become an Agent Magnet. It's helped hundreds of loan officers learn how to plan and execute a marketing strategy that separates you from competitors and attracts agents to your doorstep.
Each week I try to give as much information as I can, given the space available. But if you're serious about taking your marketing to the next level, you need to take the next step. If you want to...
- develop a powerful marketing message,
- create a perception of expertise that agents clamor for,
- use campaigns that keep your pipeline overflowing,
- build relationships that are loyal for a lifetime,
- establish yourself as a guru in your community,
- get more referrals consistently,
- make marketing less of a struggle and burden...
Then the Become an Agent Magnet Program has what you're looking for - detailed, how-to action plans on growing your business with successful relationships with agents.
Learn more about both 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:
|
|
|
