Realtor Referrals

Are you marketing to real estate agents? All the great mortgage brokers say a similar thing – build a relationship with a genuine Realtor and watch the leads roll in.

But these mortgage professionals miss a critical part of marketing to real estate agents, simply sitting back and watching won’t keep the real estate agents dependent to you. What can you do to create loyalty? You can take an accounting of your relationship. Essentially, you want to conduct a performance appraisal – of your service.

Because a Realtor is referring you does not imply that you do not have to work to maintain the relationship. You also have to take their pulse to keep things moving forward. But the response is invaluable to your business – it’s far better to have an accurate picture than be caught by surprise, particularly if the surprise is the end of your business interaction.

A process to get a correct assessment is to call your Realtor and schedule a appointment to assess your performance.

This could make a great impression with the Realtor and give you a chance to secure their input – and ultimately, it can lead to customer loyalty. An effective tool for judging your relationship is to request a SWOT analysis.

Strengths – What problems have you overcome? Which solutions were used to solve the problems? What was the result?

Weakness – Are you earning all of the Realtor’s leads? If not, why? What do you need to do to boost your service?

Opportunities – what’s the Realtor’s goals for the following quarter? What are you able to do to assist them in achieving their goals? What resources are needed?

Threats – What other banks is the Realtor using? What does he like about that loan officer? Does he plan on recommending more business with them?

Marketing to real estate agents means you keep your name before the them. For instance, give them a coffee cup. A coffee mug with a personalised tag attached thanking them. They need the same sort of positive feedback.

Your encouragement does not need to be over the top – an easy hand-written note shows genuineness and appreciation. Make it a regular practice to get in touch with your real estate agents and request their advice and give your advice on their service.

When your marketing to real estate agents is done the right way, and your relationships are genuine, leads can roll in.

Jeffrey Nelson
http://www.articlesbase.com/sales-articles/what-top-mortgage-originators-marketing-to-real-estate-agents-dont-share-with-you-748922.html