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Marketing to Real Estate Agents - Get Them to Call You

Real estate agents get pitched by loan officers almost non-stop, especially when interest rates are on the rise.  What makes one LO stand out over the rest?  What makes an agent decide to send business to one LO instead of another?
Having a crystal ball to see into the decision-making process of real estate agents would be wonderful, but since Harry Potter lives in England (and doesn’t much like Divination anyway), perhaps the best thing to do is turn the tables on your approach with agents.

What if agents wanted to work with you because they could make more money by doing so?  Obviously, the first thing you’d need to do would be to show the agent how working with you could actually increase their bottom line.  All loan officers tell agents about their great rates, their great customer service, wharehouse lines, in-house underwriting, blah blah blah.  But an LO that can increase the bottom line?  Intriguing.

But how could you help an agent increase their bottom line?  Refer business to them is the first thing that comes to mind.  But if you’re out looking for new business (i.e. marketing to agents), chances are you don’t have a lot of your own business to refer.  What about helping agents close leads they have had trouble with - or that have fallen between the cracks due to a lack of “follow up”?

There’s a system out that takes this approach to agent marketing.  By assisting an agent with their follow-up chores, you effectively put yourself in the driver’s seat to close more loans as well as becoming a “must-have” member of the agent’s marketing team.

Here’s an excerpt from the provider of this system:

Most Agents do a decent amount of business but still struggle to get customers because they aren’t very good at marketing themselves and doing proper follow up. Instead of waiting for them to learn, I take it upon myself to do it. And to make this as simple and effortless as possible, I created a complete “Client Follow-Up System” that separates potential homebuyers into three categories: (1) the credit challenged, (2) the down payment impaired, and (3) those that want to buy, but just don’t want to buy right now.

Real Estate Agents and Brokers fall in love with the follow-up system, (especially since it is Free for them), and start giving you leads to follow-up with.

This benefits the Agent because he never loses track of another lead. Every lead is properly followed up with. And every lead which makes it through the system is sent back to the Agent pre-approved to buy a house.

That’s a powerful approach and a great way to not only distinguish yourself from other loan officers but also to embed yourself in an agent’s closing process.

Click here for more information on this system, which is called The Marketing to Agents Toolkit.

This entry was posted on Monday, March 13th, 2006 at 7:17 pm and is filed under Marketing, Real Estate Agents. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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