I need something!

[mk0325]

I know everyone hates realtors, But I need one. I just got thru my first month with no loans and only 1 potential. So Im thinking on getting some realtors. I was wondering about the presentation torwards the realtor. What do I all need to bring and offer to get him under my belt. Just so you know Im 21 and really dont know of anyone that is looking for houses besides the leads that we have. I am willing to do the open houses, make the flyers and the sign in sheets. What should I do? If there are any other ideas on where to market, please let me know and how. THanks!

[Secret!]

Originally Posted by mk0325

I know everyone hates realtors, But I need one. I just got thru my first month with no loans and only 1 potential. So Im thinking on getting some realtors. I was wondering about the presentation torwards the realtor. What do I all need to bring and offer to get him under my belt. Just so you know Im 21 and really dont know of anyone that is looking for houses besides the leads that we have. I am willing to do the open houses, make the flyers and the sign in sheets. What should I do? If there are any other ideas on where to market, please let me know and how. THanks!

It's reasonably easy to stay in this industry for many decades are rarely deal with Realtors, there's "98 Ways to Find Customers"

[Erik]

MK, what things have you tried so far from the many suggestions people have already made in other threads?

[carlo@CreditReportAtlas]

Originally Posted by Secret!

It's reasonably easy to stay in this industry for many decades are rarely deal with Realtors, there's "98 Ways to Find Customers"

Secret!

You should post some sort of sample wav file for us to listen to so we know what we're investing to; that would probably help you sell some of your products. I listen to a speaker from Northern California often and her website is http://www.danijohnson.com. She hosts a few great seminars and really feeds hear listeners with good sales strategies. Check out her website and you'll see some of her fine work.

Also, utilize the MBL banner ads b/c I get alot of responses from it. I saw some of your threads in several forums and you seem to spend a lot of time re-posting the same messages. Why not just invest $1000 for a full-year subscription for an MBL advertising spot and get unlimited PPC and banner views? I'm sure a few sales of your product would get your ROI. Believe me, I've gotten some awesome responses from it and I wouldn't be recommending it if it didn't perform positive results.

Thanks,
Carlo

[Secret!]

Originally Posted by carlo@GetLeads

Secret!

You should post some sort of sample wav file for us to listen to so we know what we're investing to; that would probably help you sell some of your products. I listen to a speaker from Northern California often and her website is http://www.danijohnson.com. She hosts a few great seminars and really feeds hear listeners with good sales strategies. Check out her website and you'll see some of her fine work.

Also, utilize the MBL banner ads b/c I get alot of responses from it. I saw some of your threads in several forums and you seem to spend a lot of time re-posting the same messages. Why not just invest $1000 for a full-year subscription for an MBL advertising spot and get unlimited PPC and banner views? I'm sure a few sales of your product would get your ROI. Believe me, I've gotten some awesome responses from it and I wouldn't be recommending it if it didn't perform positive results.

Thanks,
Carlo

We were the longest running advertiser on the mortgage grapevine Carlo, we also ran our ad there for short 25 months in a row - so I KNOW discussion board advertising stats, plus I see the stats on the advertisers who advertise on our own discussion board - so I do have some insight into that subject, but I do appreciate your friendly suggestion.

About that MLM website you suggest I don't believe in industry trainers who are merely motivational speakers - from what I see in the industry, as people come to us they have a far reaching range of issues which they want solutions for -- pumping up their ego hell, "any" potium pitchman or gal can do that. Being able to addrerss virtually every sort of question that comes up in this biz, I haven't yet seen any other trainer/teacher/mentor who can address the range we cover at Secret! University; it's all about content Carlo. I read many years ago - it's wise to hold yourself out to be an expert and (if you really ar eone - they'll see it) and people will bet a path to your door.

As to your wave file suggestion, if our training CD's were those types, I probably would do that - in our case they are a PowerPoint slide kind, with no sound - I had originally planned on talking as the slides were clicked, also thought of have some music in the background (Rolling Stones - START ME UP! or maybe some soft jazz) given our excellent customer satisfaction perecentages and our 100% money back guarantee, those who select our CD Lessons by and large seem to be pleased with their content and presentation. In this case, I assume you're addressing our 98 Ways to Find Customers training & educational CD Lesson -- it happens to be our biggest seller BTW!

[carlo@CreditReportAtlas]

Great post Secret! I shook those fingers of yours a little bit, huh?!? . Good point and look forward to hearing that sizzle wav file in the future.

Thanks,
Carlo

[florida man]

mk
I will tell you what i think, and you can decide for yourself.

I became a broker in aug 05 after being in another business industry for 16 years. Even though the rates were still low, the actual 'refi boom' was long over. I never ever got some 700 fico borrower who was still lounging around in an 8% mortgage and wanted a lower rate. Everyone in the country had refied 37 times already.

Not all was lost. I had a good broker and found excellent information on broker blogs. What you need is BORROWERS. People still need to refi. They still want to purchase. Money is still cheap by historic standards, so with a little hard work, you can make a decent living.

IMHO :

the biggest mistake folks make is IGNORING what has worked for brokers for decades, and trying for the quick fix. This new age 'website' snare only generally gets you apps that are losers and/or also applied at 5 other sites. There are other 'cheap' ways of getting leads and tips, but i dont suggest it.

You get what you pay for. The best thing for you to do is do things the old fashioned way. Get your own little territory, as in your zip code and the surrounding ones, and MAKE A NAME FOR YOURSELF. Send direct mailers, or flyers or post cards, and MEET YOUR CLIENTS IN PERSON. Look for referals from customers, NOT realtors. Realtors are (and I am sorry) the most GREEDY selfish people i have come across. Sucking up to them does no good, and is demeaning. I have a couple of realtor friends, and i would do them a favor if i could. I dont ask them for deals. One day they might pass one on. Same with builders, and contractors, investors. DONT ASK THEM for business, just strike up a relationship with them and do them a favor if you can. One day it will come back to you. Success= growth over time.

Do NOT try to negotiate in 50 states. Competition is fierce in the industry, and we have only so many advertising dollars to go around. Stick to your community. People LOVE dealing with local people. You will beat out of state brokers hands down once people get to know you.

If you get involved in charity events, advertise locally in a traditional fashion, and get your name out there in your community, it will pay off.

[Thills]

Florida man,

You make some valid points about making a name for yourself and building relationships. However, I get 30% of my business from Realtors another 40% from Builders and developers and the rest from sub prime refis at the moment.

There is one tried and true tactic in any sales enviroment and that is "Sales calls" Call builders, developers, realtors, friends, family, or whoever!!! If you don't ask for the business then you are never going to get any!

You can't just start out and ask for referrals from your clients! You don't have any! This business i referral based, but you have to have the sources to get them from.

If you want to target a specific market whether it be realtors or whomever, try looking at it from there point of view. WIFM (whats in it for them) What value are you bringing to the relationship?

Out of every 5 realtors I meet, 1 of them ends up working with me. Not because the other 4 won't, but because I won't work with them. You have to have confidence when dealing with them, don't let them stick there nose in the air and think they are high and mighty. Show them why the are making the biggest mistake of there lives not working with you!!!

Its all about bringing value to the relationships you build... 2 days ago I picked up 3 SPEC loans 4 1.8 mil from a Developer I had never met because I called him at the right time.

Persistence, dedication, hard work are what pay off in this biz.

Success= growth over time.... How much time is the question? I don't know about you, but when I got into this biz back in 99' I wanted to be success right away and you can be. Six figures your first year in this business is the bare minimum you should be striving for.

There is no quick fix. Absolutely correct. But there is a fast track, you just need to make that decision to get on it. I will leave you with this.

If you knew that you could work with 1 out of every 10 realtors that you met with, would you set 50 appointments over the next year or 500?

My first couple of years I would commit to a minimum of 15 meetings per week.

It all starts with the right Mindset. Once you have that everything else will fall into place.

My .02

[Greg]

Mk I am going to ditto Erik. Let us know what you put in motion from what you have read in other threads thus far.

If nothing then I suggest you stop waiting for the next big thing to happen and just move on something now and see how it works for you.

[florida man]

Thills

I like your post and you do have a lot of experience. I appreciate the fact that you draw from your own personal experience. I will keep the 'sales' calls in mind to other professionals.

I dont agree that you cant ask for referrals from clients. If they like the work you just did for them, and all of my clients do, then you should have no problem mentioning to them to pass it on. A great trick i use is to get referrals for my clients too. Some are doctors, lawyers etc.......and i get their cards.

When folks call me, rate shopping, i ALSO spend a few minuites with them giving pointers, asking only in return that they pass how they felt about my willingness to help them for free to others.

I get referral calls, 1/2 of them referred when THEY DIDNT GET A LOAN from me. It works.

As for professionals? I like the idea of making a name for myself in the community and having the professionals come to me. It takes time, but when you are marketing in a community -not 50 states- word gets around. I have one builder who has passed me a deal, but i still shy away from realtors.

You indicate you have been in the biz since 99. That in itself tells me you have had 7 years to build relationships and come across people. I hope one day all these realtors start to notice who i am and might give it a shot.

I know for myself, appraisers and processors and AE's calling me up cold 'trying to get biz' doesnt work. I dont just up and use them all of a sudden. Just like anyone else, using partners comes from reputation and service. I have build strong ties to the community thru my title company and appraisers,and my advertising partners. I think i will stick with that.

This post isnt about me, or you. Its about the new guy who wanted some advise on how to start out. I dont know how easy it is for him to get all these relationships with professionals when he should IMHO first try to sell some loans. I would tell every newcomer to build relationships with clients first. Do some good loans. Get some referrals from folks you did a loan for.

I am happy for you though that you have made hundreds of thousands of dollars -in your first year to boot. In anything we do in life, i do believe that it may not be automatic for every single LO. You may disagree, its ok.

success = growth over time.

From your reply , i fear you may have thought that was about money. Growth is a lifelong process, and 'success' is succeeding as a PERSON, money and reaching other goals is just a projected end result. I think if we instead grow as people instead of worrying about the money, we will do fine.