What's your usual strategy for attracting the attention of real estate agents? Because the market has changed, you need to completely change your plans. Loan officers are inundating agents with solicitations. With each new sales pitch, the agent's natural defenses go up, putting a wall between you and them.
Webster's dictionary defines perseverance as persisting in spite of counterinfluences, opposition or discouragement. That's precisely the position you are in right now. The change to the market results in a strong opposition. If you want to keep your head above water, you need to find a way to work around those obstacles.
Focus on the Big Picture
If you need motivation to get busy and change the way you've been working, think about the people that depend on you. Just because you are experiencing a slump, you don't want to bring them down with you.
- Your staff - especially salaried people, like the receptionist, processor or assistant. They depend on your efforts so they maintain employment. An organization that isn't producing revenue cannot sustain high overhead.
- Your family - they need you financially, emotionally, and physically. If you aren't producing, you also aren't available to the people that need you.
- You - you depend on yourself. When you champion difficult periods you gain confidence and your self esteem grows.
Building Value
Your best strategy for separating yourself from the competition is to build value to your services for agents. What are you doing that other loan officers are missing? What can you do to make the lives and business of the agents better?
Start developing plans that assist the agent:
- Hand deliver open house invitations to neighbors in active communities. Research neighborhoods for farming opportunities.
- Deliver gift baskets to signings on behalf of you and the agent.
- Put together postcard and calling campaigns for previous sales.
Work in Tandem
Real estate agents are experiencing the same kind of sales slumps that loan officers are seeing. At this stage of the business cycle, they need help jump starting their prospecting. When you develop a partnership with an agent, you can present prospects with a complete package deal: the home and the loan.
Join a networking group like Business Network International (BNI). You can be much more productive in networking when you work together and share information.
Develop involvement in a charity or non-profit. What better way to give back to the community and make contacts than through a charity. Not only does it make sense from a public relations point of view, it also can be motivating to work with another person. It's not as easy to find the time to make a commitment for charity, but when you are working with someone else, you don't want to let them down.
Life and business won't always be smooth sailing. But the people with integrity, drive and perseverance find ways to weather the storm. Ultimately, these experiences make you a better, more productive loan officer.
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 it here:
New & Exclusive Solution
Are you taking care of your highest priority - your clients? Too often loan officers ignore their most valuable asset while they're off chasing strangers for more new business.
If you're searching for an affordable marketing solution that puts you in front of your clients regularly to produce a steady stream of referrals, and combined with building an image as an expert to real estate agents, than check out my newest service.
It's exclusive and one-of-a-kind:
