First, let's set the record straight. Very few people are totally one dimensional when it comes to their communication style; most people are a blend of introvert and extrovert behavior, dependent on the situation and comfort level.
For instance, let's say you find yourself at a networking event. You don't know who will be there, but you plan to "meet and greet" and hope you'll connect with a few real estate professionals. Does the thought send a shiver down your spine?
You may leap to the conclusion that you are an introvert. But what if I changed the situation slightly; let's say it's still a networking event, but this time it's specifically geared towards RealtorsŪ, loan officers, title agents, etc. Now do you feel like you would be more in your comfort zone?
Many people find that their anxiety level is dependent on the situation. If you have a situation where you can talk to people about something in your comfort zone, you are just as extroverted as anyone.
Market to Your Strengths
What is it about your business that makes you passionate? Do you like the opportunities to meet with clients and have one-on-one conversations? Do you like to find solutions for clients and agents? Do you feel that you are at your best when you are problem solving with a RealtorŪ?
If this sounds like a fairly accurate description of your style, you have all the makings of a talented loan officer. You are a relationship-focused individual and you will succeed when you develop marketing plans that emphasize relationship building as a part of your business.
Working Within Your Comfort Zone
If relationship building is the most comfortable method of business, why waste time trying to cold call a real estate office? Instead, look for opportunities to build relationships.
Most people haven't given themselves permission to abandon the old methods of doing marketing. We've spent too much time reading "the experts" suggestions for marketing that emphasizes selling, not marketing solutions. Your first step is to realize that there may be a more effective way for you to do business.
Sit down and do an inventory of your strengths and weaknesses. Do you like to help others succeed in their business? Maybe you should consider a marketing plan that incorporates joint ventures with agents, such as co-hosting open houses, working together at trade shows, holding joint seminars, etc.
If you like to solve problems and have one-on-one conversations, consider using these skills as part of your marketing plan. Could you approach real estate agents as part of a "fact finding" mission; a no-pressure conversation about uncovering problems and finding solutions? There are many ways that you can sit down with an agent and have a conversation without it turning into a sales pitch.
Do you already have a strong relationship with a few agents? You can easily use those relationships in your marketing plans, simply by adding testimonials from the agents in your marketing pieces.
Explore Your Passions
If you are in the mortgage business because you enjoy helping families move into their dream home and begin building a secure future, you have everything you need to build a solid business.
Passion and enthusiasm far outweigh any perceived communication style (introvert or extrovert). Simply remember that you are passionate about this business because you help people, then look for solution-based marketing opportunities.
You'll find your comfort zone expands and you have lots of opportunities to help people. That comfort and passion makes it possible for even the shyest individual to build a strong business practice. With the right plan, based on your passion and skill, you'll never encounter "stage fright" again.
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My program, Become an Agent Magnet, has helped loan officers learn how to plan and execute a marketing strategy that separates you from competitors and attracts agents to your doorstep.
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