Make a List and Check it Twice
The first step is easy. Before you even begin prospecting, take a look at your ideal prospect. In other words, pre-qualify your prospects, much in the same way you would pre-qualify a buyer.
You don't want to waste time on prospects that aren't a good fit for your business. Imagine taking the time to establish a relationship with a non-producer.
Make a list of your potential prospects. If you are merely putting a list together of all agents, you haven't done enough research.
Most loan officers fear prospecting because they imagine themselves cold calling. You shouldn't be cold calling. You should either know the agent from an introduction from another agent or colleague, or you should be taking the time to nurture an acquaintance.
Keep an eye on the business section of your local newspaper. This is great source for finding information about Realtors that are moving to new agencies, expanding their focus, etc. These agents are much more likely to be receptive to a potential relationship.
Establish Prospecting Goals
Many loan officers get frustrated when prospecting because they set too high of expectations. Don't set a goal of immediately turning each call into a sale or referral. Instead, consider each contact one step in the path of building a relationship.
Your goals may be to identify a key person in the office, to pass along a brochure, to extend an invitation to a seminar, or to offer to assist with an open house.
Use Trickle Marketing
Good prospecting means making multiple contacts. You can do this effectively by using a trickle marketing campaign to make repeated contacts with your prospect.
Think about how you'll arrange repeated contacts with your prospect. Will you use a campaign of mailings, with phone call follow-ups, invitations to seminars, etc?
Make Every Contact Count
Whether you are sending mailings or calling, make sure that each contact is meaningful to your prospect. Ask yourself how you can help this Realtor, how you can solve their problems. If you are calling prospects, have notes available to guide your conversation.
Prospecting doesn't have to be a fear inspiring experience; instead, prospecting can be a chance to build your business and your relationship with agents.
Solution for Fearless 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
|
|
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
Go here to learn more:
|
