COACH'S CORNER By Victoria Del Frate
Many Loan Officers spend oodles of time and money on what they hope will be that perfect, “shiny gem”- that tool or gadget or marketing strategy that promises to attract Realtors and gain their coveted referrals.
Dozens of email campaigns, video campaigns and
webinars all geared toward marketing those shiny
gems to Realtors are sold to Mortgage Loan Officers
eager for the chance to grow their referral networks.
However, more times than not, once the Realtor signs up, signs in or takes whatever it is that you
are offering, nothing much more happens after that,
except of course, the monthly debit for the cost of
that shiny gem occurring from your bank account.
In frustration, you begin to wonder why they aren’t
utilizing what you gave them and why the heck you
aren’t receiving their referrals.
The reality is that a referral is attached to your
Realtors’ name, their reputation and livelihood and
they aren’t likely going to give those out until they get
to know you, like you and trust you and none of that
can happen unless you have put the time and energy
into building a relationship.
So, why not skip all of the expense, flash and bang
and instead, leap out of the gates toward building a
relationship. Go direct and bet on the uniqueness of
YOU as the shiny gem that will attract great Realtors
and their referrals?
To get you started, here are four fabulous re-lationship-building activities that are: (A) Generally
overlooked (B) Simple and (C) Budget friendly! And,
most importantly will get you in front of MORE Realtors!
PLAY LEAP FROG - When is the last time you
asked the Realtors who currently know, like and trust
you, to introduce you to one or two of their peers?
And, NO they won’t automatically think, ‘Hey, she
won’t be at my beck and call if I help her meet more
Realtors,’ and so refrain from helping you out. On the
contrary, your Realtors want you to succeed!
Ask each of your closest Realtor partners to introduce you to two of their peers, perhaps a new Realtor at their office or a Realtor who’s been grumbling
about their current Lender or someone who they feel
would be an excellent personality match to you.
And, don’t stress yourself out with all of the “what
ifs”…What if my Realtors don’t respond? What if the
other Realtor doesn’t want to meet with me? What
Just do the first step, which is simply to ask the
The relationship building process is always easiest and fastest when initiated by a trusted peer who
is already singing your praises-Social proof will always
trump those shiny gems.
Need a script? Try mine! Download my, “Leap Frog
Script” Edit and use as you see fit.
TAP INTO YOUR REFI DATABASE - Here’s an
easy one that most folks don’t think about. Send out
a mass email to your past refi clients and ask them for
an introduction to their favorite Realtor. Be transparent in your approach. Most people understand that
Realtors are your natural partners, but they certainly
do have to be reminded that your continued success
depends on all types of referrals, not just to other di-
Meet More Realtors
Minus the Expense of