How Mortgage Professionals Can Gain Realtor Referral Relationships Fast!

How Mortgage Professionals Can Gain Realtor Referral Relationships FastWhenever you are approaching real estate agents to create referral relationships, the question going through their mind is:  “What makes you any different than the last mortgage loan officer that walked through the door?”

UVP – Unique Value Proposition

What does your target demo need?

What can you do to satisfy that need?

How can you do it uniquely?

How can you communicate effectively?

What is your commitment objective?

How can you market this on a larger scale?

How can you become an invaluable, irreplaceable assset to your new marketing partner’s business?

Psychological Value Equation

Value = Benefit – Cost

Is your “value” truly valuable?

Do they see, understand and believe your value proposition?

Are you assuming they “get it” just because you do?

Two Basic Competition Models

Lowest Price vs. Highest Value

Lowest price often leads to commoditizing your service. (ie. E-Trade vs. Merrill Lynch)

Become less of a “Vendor” and more of a “Partner”

The Law of Caring

People don’t care how much you know until they know how much you care…

Bonus: We don’t know what we don’t know, until someone cares enough to show us!

Role of an Accountability Partner

A trusted advisor with credible knowledge

To view your world from the outside in

To keep you focused on steady progress

To hold you to your promises

Opportunity Mining

Look for life events that typically lead to housing changes

  • Kids – More or less
  • Job Changes
  • Marriage / Divorce

Real Estate Agent business challenges:

  1. Lack of follow up
  2. Buyer desperation/disloyalty
  3. Borrowers losing out

 

By Mikel Erdman

Mikel Erdman is the founder of MySMARTblog and RealtyBlogContent. He is a published author and speaking authority on topics including marketing automation and how technology can positively affect company and individual sales efforts. If you like the idea of world-class content marketing in a completely automated system, Click Here for his valuable, limited time offer.