ways for LO s to meet Realtors Follow-Up

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1 Engage Realtors at Closings Many of the best real estate companies have started their own inhouse mortgage companies or formed joint ventures with large mortgage companies. At the same time, many Realtors have begun working out of home offices. These two factors have made it difficult for loan officers to meet with Realtors. In addition, Realtors often complain about a lack of communication from the mortgage person. From the day the purchase agreement is signed to the closing date, Realtors require a high level of communication from the mortgage professional. This lack of communication has been a source of some frustration for buyers, sellers and their Realtors. Your competition s challenge can be your opportunity. By out-communicating the competition, you can win the loyalty of Realtors. The ecard can seal the deal. Step #1: Every time you are involved in a purchase transaction, find out as quickly as possible which Realtors are representing the buyer and seller. Step #4: At the closing or shortly thereafter, call or visit the Realtors. Congratulate them on the closing and say, I am happy I was able to be a part of another successful transaction. I have recently made an investment in a real estate technology tool and I am in the process of building relationships with a few Realtors in town. I would like to come by your office later today to see if this is something that may help you further differentiate yourself in the market. Because of the credibility you have built through your proactive follow-up, the Realtors will almost always be willing to meet with you. Step #5: If you have a laptop computer, demonstrate some of the features of the ecard. Show one or two of the movies and articles. Demonstrate the mortgage calculator. Show the Realtor where his/ her business card would be placed on the adhesive strip. Follow-Up Hold the Realtor accountable. Follow up weekly to discuss ecard implementation and ask for business opportunities. Every purchase transaction you are involved in provides an opportunity to build permanent relationships with two new Realtors. Step #2: Call both Realtors and say Hi Mr. Realtor, my name is Susan Jones from ABC Mortgage Company. I just took a mortgage application for Mr. & Mrs. Buyer and I understand they are purchasing the home at 123 Maple Lane. I would like to make a commitment to you. From today through the closing, I will contact you twice a week either with an or a quick call just to update you on the status of the mortgage-in-process. I think it is important to help keep everyone on the same page as we proceed to the closing. Step #3: Contact both Realtors twice a week with an update on the mortgage-in-process either with a quick call or an . Even if there is no big news to deliver, let them know that you are thinking about them.

2 2 Give the Realtor a Referral Realtors constantly strive to build new sources of business. The most successful agents are those who are best at generating leads. Every Realtor asks How can I get a prospective client to call me first? People are calling on Realtors, asking for business contacts, every day. If you can provide leads to Realtors, you will be rewarded with loyalty and the opportunity to discuss the ecard. If any of your friends, family, past clients or current prospects are in the market to purchase or sell a home, you have an opportunity to recommend a Realtor. By sending a prospective client to a Realtor you can earn the opportunity to discuss your interest in forming a business relationship and implementing the ecard strategy together. Step #3: If you have a laptop computer, demonstrate some of the features of the ecard. Show one or two of the movies and articles. Demonstrate the mortgage calculator. Show the Realtor where his/ her business card would be placed on the adhesive strip. Step #4: Let the Realtor know you are eager to work with agents who want to expand their business relationships. Follow-Up Hold the Realtor accountable. Follow up weekly to discuss ongoing ecard implementation and business opportunities. Step #1: Talk to your friends, family, past clients and current prospects to determine if they are in the market to buy or sell a home. Let them know that, because you are involved in real estate transactions quite often, you can put them in touch with high quality Realtors. Step #2: If someone you know is looking for real estate assistance, ask their permission to make an introduction. Call a Realtor with whom you would like to build a relationship. Say Hi, Mr. Top Producing Realtor, this is Joe Smith. I am calling on behalf of my brother-in-law Mike Johnson. He and his wife are interested in purchasing a home in the Evergreen Woods community. I am with ABC Mortgage Company and we have them pre-approved and ready to look at homes. Are you available to meet with them tomorrow afternoon around 3:00 PM? Also, I recently made an investment in a real estate technology tool and I am in the process of building relationships with a few Realtors around town. Would it be all right if I came by around 2:45 PM to show you this technology tool and get your input?

3 3 Visit Open Houses Every weekend thousands of Realtors host open houses. Fewer than 10% of the homes will sell at the open house. The primary reason most Realtors host open houses is to meet prospective buyers and sign buyers agreements with them. Realtors are constantly looking for ways to differentiate themselves at open houses. Unfortunately, the vast majority of Realtors use the same marketing materials at their open houses. On the table in the front hall of the home or on the kitchen counter, you will find some combination of business cards, flyers about the property, legal documents, a sign-up sheet and sometimes food. The average age of a homebuyer in the United States is 34 years old. Today s buyers are using technology in their lives and expect sophistication from their Realtors. The open house is a great opportunity for you to meet Realtors on their turf and provide them a unique tool and strategy to help them succeed. The ecard is the perfect open house tool. Realtors can stick their business cards to the adhesive in the ecard sleeve and hand it out to open house visitors. If the Realtor owns a laptop, he/she can set the ecard into auto-play mode and have it play the movies in a continuous loop in a high-traffic area of the house. You enable Realtors to TOTALLY differentiate themselves in the first impression they make (with the movies playing in a loop on the laptop) and the lasting impression they leave (by giving the ecard as a takeaway). Step #1: Check out the open house ads in your local newspaper. Select a group of five to tens open houses and map a route to them. Take several of the ecards with you. Also take your laptop computer if you have one. Step #2: When you meet the Realtor in the open house try some dialogue: Hi Mary, I m Dan with ABC Funding Company. I saw your ad in the paper and I have seen some of your signs around town. I ve made an investment in a real estate technology tool designed specifically to help you set yourself apart from other Realtors holding open houses. I am in the process of building business relationships with a few Realtors in this market. I thought this might be a good fit for you (hand an ecard to the Realtor). If you have a couple minutes, I d like to show you what it does. Step #3: Demonstrate some of the features of the ecard on a laptop computer, if at all possible. Show one or two of the movies and articles. Demonstrate the mortgage calculator. Show the Realtor where his/her business card would be placed on the adhesive strip. Step #4: Set up a time in which you can do a High-Trust Interview with this Realtor to make sure you both have the same goals and can establish a productive relationship. Step #5: Ask the Realtor, Is your current Mortgage Professional doing anything to help you look tech-savvy and increase your business? That statement alone can set you apart from the crowd. Call the Realtor on Monday to find out how the Open House went. Did they get a positive reaction to the ecard? Is there someone they would like you to contact? Confirm your date and time for the High- Trust Interview.

4 4 Ask Your Current Realtor to Introduce You to Other Realtors Realtors may be your best source for building a successful business network. Most Realtors work in an office-setting surrounded by successful colleagues. Realtors often develop a team of real estate agents and associated professionals. If your Realtor has experienced success with the ecard, the Realtor may be willing to recommend you to their sphere of influence. Their network of contacts may include Realtors who are a part of their team and other professionals involved in the transaction, such as attorneys, title officers, or insurance agents. Step #4: At the meeting, use your laptop to demonstrate the ecard s features and suggest how the Realtor can use the ecard to grow their business, for example, as a mailer or at open houses. Remember, successful people tend to associate with other successful people, so follow-up with your Realtor s contacts to build a growing network for new business. Step #1: Call your Realtor-contact. I m so happy that the ecard has proven to be a successful business-building tool for you. Could you give me the name of another Realtor or other professional on your team who would like to build their business by using ecards? I would like to give them a call to explain the strategy. Step #2: Call the contacts provided by the Realtor. Hello, I m John Smith from ABC Mortgage Company. (Realtor) suggested I give you a call. I have an easy-to-use technology tool that (Realtor) has been using to increase business opportunities. Could we set up a short meeting so I can introduce you to the ecard? Step #3: Call the Realtor who gave you the contact s name. Invite them to attend the meeting.

5 5 Attend Conventions and MLS/Realtor Events Recent innovations in the way real estate agents conduct business have made it more challenging for loan officers to build relationships with Realtors. In many cases, there are in-house mortgage companies that have managing brokers who serve as gate keepers and limit outside mortgage professionals opportunities to meet with agents. The vast majority of agents now use home offices and mobile technologies that allow them to work away from the office. Loan officers must think creatively to overcome these challenges and discover other venues where agents may be more approachable. In many areas, there are real estate industry special interest groups and organizations that may provide great opportunities to make contacts. These events will typically draw agents who are top producers and others who are committed to building their business network. These events include MLS meetings, seminars with real estate industry speakers, regional franchise conventions, training sessions and golf outings. These venues provide an excellent opportunity for the loan officer to meet top-notch agents outside the office. Exchange an ecard for a Realtor s business card so you can contact the Realtor to discuss your services.