Repetition Key to Success
Developing prospects is an essential part of any loan officer's business. Life would be easy if you could work that prospect once, bring in the business, and then move on. But unfortunately, few prospects produce results without repeated contacts.
Effective prospecting incorporates repetition. Repetitive marketing gives you an opportunity to establish repeated contact with your prospect. With each contact, you lay the foundation for your relationship: one that is based on trust and problem solving.
Establish Trust With Prospects
Repeated contact is essential to building trust with prospects. When real estate agents are willing to refer their valuable clients to another party, it's only going to be as a result of established trust.
Few agents are likely to trust an unknown loan officer. A marketing plan that uses testimonials and case studies, shows the agent your skills and your value as a loan officer, will gradually intrigue them.
You introduce repeated examples of how you are able to solve either client problems or agent dilemmas. If you were to make these one-time claims, you can expect the agent to view your marketing efforts with disbelief, but repeated examples provide proof of your claims.
Repeated contacts also provide the sense that you are a consistent presence in the market. You aren't merely an "order taker" but someone who works to solve the problems of Realtors.
Right Time, Right Place
Ever gotten a phone call or a marketing mailer and just felt like you didn't want to deal with it? If that's your single encounter with that individual or company, you definitely wouldn't end up buying.
That's why repetition is so important when contacting agents. You may be contacting them on a bad day, but with repetition, you have a far greater chance of capturing their attention on a good day. You eliminate the possibility of that "hit or miss" encounter.
Don't confuse repetition with redundancy. In order to capture that attention of agents you need to present information to them in fresh and unique ways.
This may mean that you send out postcards, take out ads in print journals, invite them to seminars, introduce yourself at networking events and follow up with phone calls later. Your best chance of prospecting to Realtors is to develop a relationship. And relationships require repeated contacts, time and opportunity for trust to be established.
Prospecting in the right way is one of the most important parts of your marketing plan. Without prospects, you won't grow your business; with a steady stream of prospects and the right marketing approach, you can establish a base of referrals that is actively invested in growing your business.
The Antidote for Ineffective Prospecting
Prospecting real estate agents shouldn't be difficult, especially when you use my email prospecting system. It's a campaign that helps you build trust with agents and minimizes cold calling.
If you're searching for answers on how to prospect more Realtors without experiencing a high rate of rejection, be sure to learn more about this unique product:
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.
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.
Learn more about it here:
Free TeleSeminar
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Compelling Client Story
"As a Marketing Coordinator for an established loan officer, my focus is solely on business promotion. Therefore, I needed truly atypical ideas to light a fire in a business that sees cycles of darkness.
The Become an Agent Magnet program has what I like to call "Meaningful Momentum." It encourages you to move past "the block" and into a position that effectively integrates creativity and production.
I especially appreciate the accessibility of Jeff Nelson and his team. Even before I purchased the program, they were open to discuss my marketing conflicts. That communication continues today, as I have had several discussions with Jeff about my professional progress.
There is an essence of humanity to their business as they create real solutions to today's toughest marketing scenarios.
Simply put, the Become an Agent Magnet program successfully outlines a personalized approach to gaining an agents attention."
Allison Hanken
First Horizon Home Loans
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