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Laying the Groundwork
Meeting with an agent and giving a presentation is just that - a sales pitch. Even if you demonstrate that you have skill or deliver great customer service, you are still focusing on one thing: closing loans. What you really need to do is develop a true relationship, not just a presentation.
What are the characteristics that make a good relationship work? Do you look for someone that shares common goals, someone that appreciates you, someone you can count on when you need them? Of course, but guess what...real estate agents need the same characteristics, something of value in the relationship.
The best relationship is one that allows both parties to grow and mature. The best way to grow in business is to develop new clients. So the logical conclusion - to make a relationship with an agent stronger, you need to find ways to help the agent grow their business. When you help them grow their business, you are assuring yourself loans.
Just like you, an agent is always searching for new clients. There are a number of ways to help agents improve their client base, with subtle assistance from you.
Start with open houses. Agents develop hot leads from open houses; however, the Internet has hampered traffic. More home buyers use the Internet to find new homes, but you can impact traffic at an agent's next open house by practicing a simple strategy. Offer to hand-deliver open-house invitations to the neighbors. The agent will get traffic from curious neighbors, and generate new leads.
Offer or invite an agent to attend a lead group meeting with you. Business networking groups can be boring or intimidating, but professional organizations like Business Network International (BNI) make it easy and productive. It's always more fun to go with someone else and it's more relaxing. You'll also work together to cover twice as much ground as you would if either attended the meeting individually.
Local charities offer great potential for networking. Is the agent interested in a particular charity, or would you like to invite them to work with a charity you are already involved? Not only is a charity a smart public relations move, but it's a great way to meet new contacts and expand your network.
Partner together for business events or tradeshows. Many tradeshows are expensive to participate - when you pair up with an agent, you can share the cost. Also, what better way to package your services to prospective clients than by offering the whole package?
People Add Value
What do the above suggestions have in common? Simple answer - they are all methods that allow the agent to meet new people. New people are the oil that keeps the real estate machine running. When you assist the agent with keeping their real estate machine in top production mode, you reap the benefits of the finished product - buyers needing loans to finance their dream home.
Make your relationship with an agent valuable by bringing more clients to their business. In doing so, you'll add another dimension to your relationship.
Become an Agent Magnet
Stop being frustrated with real estate agents. Learn how to position your service uniquely and distinct. It's easier than you think and you'll produce the results you desire. 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:
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Helpful Resources
Become an Agent Magnet Program - Includes $491 in bonuses and free shipping
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