Phone calls that produce loans

Being visible is one of the key elements in obtaining business from Realtors, yet stopping by their office is often ineffective if you do not have an established relationship.  Here is a simple marketing technique to create visibility with those Realtors you would like to start getting referrals from:  each Friday between 8:00-9:00 a.m. (I use this time as most agents are not in their office yet and you create a positive image by consistently being at your desk early) call your agents office voicemail and leave the following message:

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“Hi Tim, this is Bliss Sawyer with ABC Mortgage, I wanted to let you know I am available this weekend if you are unable to get a hold of your current lender.  You and your buyers can reach me all weekend at 123-4567 with any financing questions.  Have a great day!” (You may even wish to give them “interest rate ranges” so if a prospect asks about the rates over the weekend, they have been armed with the info—from you!) Do this each Friday until you are given a chance to prove yourself. 

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This campaign can also be modified for Monday mornings if you prefer not to be available during the weekend.  Modify for use with Realtors that say you are their lender, but may not be pushing their buyers to use you as well as they could. A weekly reminder that you are available will go a long way to maintain referral relationships.

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Consistency is the key to success with most marketing ideas, but especially this one.  The first few weeks your calls are received, the agents may not pay much attention, but after a while, your calls will start to get noticed.  You will be perceived as efficient (always at work early), trustworthy (no one else calls them so consistently offering help), and non-intrusive (agents are being bombarded with lenders stopping by unannounced to ask for business).  At some point, they will hopefully take you up on that offer to help.

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After about 6-8 weeks, call the agent and ask for a lunch appointment to help you develop an even better referral relationship.  Watch for future marketing tips to help you with Realtor Planning Meetings, a great way to sell YOU!

Comments

[Paul D. Shaffer]

Hi Bliss,

I've thought the same thing recently about the time spent mindlessly in the car. Appreciate the recommendations...and the encouragement.

[Paul D. Shaffer]

You can't purchase the Douglas Smith book on Amazon. Any other places to find it?

[Fred Shatzoff]

Bliss,

I have been calling realtors for about 4 or 5 weeks every Friday morning. Had one realotr call me with a lead so far. I am calling about 33 realotrs. I am also sending them the daily communicator from Greag Frost. How long would you suggest calling this group of relaotrs, befor I start to call others.

Thanks.

Fred

Thanks for your comment and question. It is very important to be flexible and, over time, you will get a good feel for which realtors are worth spending the time on and which would be best replaced by a new Realtor.

I feel that 4 months (16 weeks) is a minimum to commit to this marketing strategy. Add in a few other marketing pieces or invites to lunch etc. and you will see greater success.

If you haven't had any response from an agent after the 16 weeks - give them a call or stop by and specifically ask if you can help any of their clients. They will have heard your message so many times by now, hopefully they will respond positively. If not....move on to other prospects. There is definitely no lack of Realtors out there!

Best of luck!
Bliss