niche-related product information via email or scheduling a follow-up meeting to further discuss a marketing idea tossed around during the initial meeting from
the month prior.
Please make note: These newly formed relationships are not going to move along any faster based
on the number of touch points made. Meaning, just
because you send 10 emails to one Realtor in a single
month, does not mean they will give you a lead any
faster than if you had sent 2 emails. In fact, the reverse is
more likely to happen that upon receiving your overabundance of emails and/or phone calls, they will opt-out, not reply and turn to avoiding you all together.
The name of the game is to make each touch
count. Every time you reach out to your potential
referral partner it should be purposeful, genuine and
make sense to where you’re at in the relationship. For
example, it wouldn’t make sense after just a single
meeting to follow-up with a pair of Red Sox tickets,
right? Nor would it make sense after meeting with a
Realtor several times to turn to sending emails, instead of picking up the phone and speaking with them
In order to help you consistently and purposefully
stay in front of your potential referral partners, I’ve
provided the following questions to ask yourself when
reviewing your Realtor list on a monthly basis:
1. Is it time for another one-on-one coffee meeting?
What's my agenda? What's the purpose?
2. Did this Realtor have any special interests, niche,
passion, or goal that I can encourage or help out
with in some way?
3. What other Professionals do I know, who may
benefit in connecting with this Realtor, to which I
can provide a warm introduction?
4. Do I have any upcoming networking gathering,
fundraisers, community events, sales seminars or
classes that I can invite this Realtor to join me at
or at least, make them aware of?
5. Do I have any interesting industry updates, little
known facts, important new regulations, case studies or helpful marketing ideas to share?
6. Have I connected with them via social media (i.e.
Facebook & LinkedIn) and helped to boost their
page awareness by positively & professionally commenting on their posts and pictures?
7. Is it time for a simple, check-in call to let them
know I'm available and never too busy to take
their calls and answer questions?
I recommend actually copying and pasting this
list of ( 7) helpful thought-prompters directly into the
body of the monthly, recurring reminder that you set
up in your calendar, and to add to the list whenever
you think-up or hear of other creative follow-up activities.
The prospect of building one’s mortgage business by cultivating Realtor referral partnerships makes
many professionals feel vulnerable. Nobody really
likes to hear, “no” or feel ignored or flat-out rejected.
However, building referral relationships absolutely is
the most cost-effective and direct approach to growing your business.
When pursuing your Realtors; making calls, sending
emails, mailing note cards, popping-by and requesting to connect via social media, there is no need to
endlessly chase them down. If you’re not getting a
response of any kind after 2 or 3 attempts, cease your
direct pursuit and simply make sure they are still receiving passive marketing from you on a monthly basis.
For those Realtors you feel are leaving the door
cracked open or actually inviting you in, stick with your
monthly follow-up plan as outlined above, it absolutely
And, lastly, when you receive responses like, “I’m
already partnered with another Lender.” “I’m forced to
use our in-house Lender” “I only do listings so have no
opportunity to send you leads-Remember the old saying, “No” just means, neeeext!”
Coach Victoria‘s passion is working one-on-one with
highly motivated business professionals to maximize their
personal effectiveness as they develop their vision, define
their goals, take action and build strong foundations to
ensure their continued success. She can be reached at