How do I sell myself to the realtors?
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I've been a Strategic Mortgage Planner through the great times and the bad times. The bad times were the times when I put a great deal of value on establishing relationships with realtors. In a declining real estate market you need to generate "cause driven" loan volume to generate a substantial income for yourself. "Cause-driven" loan volume happens when you are adding value to a referral's business without competing tit-for-tat with referrals. Which means that trying to build relationships with "transaction-based" thinkers is suicide for a new loan officer.
Here's a suggestion: Forget about developing relationships with realtors and devote your life's energy on securing relationships with Certified Financial Planners, Tax Planners, Real Estate Attorneys, Title Company owners and Life Insurance Agents. These professionals will already have a "relationship-based" mentality and will more readily accept your offer to add value to their practice.
Start with Certified Financial Planners and Life Insurance Agents. Show them that you will add value to their practice by performing a "liability audit" for each of their client case studies to ensure that their client is not overlooking an opportunity to safely free up some investment dollars by reducing their mortgage payment. Let me tell you something, this is my primary strategy for building my business and just last Wednesday I had a career-high day by securing $2.4mil in loan volume AND I LIVE IN CLEVELAND, OHIO!
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