Monday's Coach

Week 4 - Developing your core group of Realtors

This is one of my favorite techniques for helping loan officers keep focused on their Realtor Marketing.  This form is very simple and easy to use.  Simply print it out each Monday and work diligently to have as many contacts as possible as you go through the week.

This week, take the time to determine which Realtors you want on your list and gather all their contact information and birthdays.  Your list should include agents you currently work with as well as those you want to develop a relationship with.  Deciding on which agents to target can be difficult.  Here are a few suggestions: 

• Your manager - he may be aware of who would fit well with your personality.
• Title officers or title company staff
• Friends/family – find out Realtors they personally know or have used in the past as this may open doors for you.
• Realtors you currently know or work with – ask if they would recommend any agents in their office that you could successfully target for future business.
• New Realtors – 80% may quit by year 2, but you may find a superstar!

Your list is not set in stone – be flexible with the names placed on this list.  Over time, you will get a feel for prospects that are worth your time and effort and those that are not helping your business grow.   A Realtor may be the nicest person you know, but if they are unwilling or unable to send referrals your way, it is best to replace them with another name.  An interesting thing will happen as you start this marketing program, the Realtors that receive your marketing pieces will be so impressed that they will start talking about you to others in their office.  You may even find Realtors not on your list calling you!  This will give you the opportunity to adjust or expand your list.

Realtor Contact List

p.s.  How did your "Marketing Past and Future" assignment go last week?  Click here to see all Monday's Coach Posts.

Comments

[Jennifer Larkin]

I started this about a year ago after I heard you mention it, but never really made it a habit. Now I'm motivated. Thanks for the reminder!