5 Realtor Marketing Tips (and a Bonus Tip)
Everybody knows that good leads are the heart and soul of any sales-related business. In the Real Estate and Mortgage business, getting high-quality leads is of constant importance or commissions dry up. For this reason having a steady and predictable lead resource.
For most mortgage originators, the best lead source is from real estate agents but they are not going to just give you business. To get something, you may have to provide something of value to real estate agents before they serve you up a borrower.
How Do I Generate Leads from Realtors As A Loan Officer?
Loan originators seeking to build lasting relationships with Realtors should focus on getting agents what they want more than anything: Generate buyer and sellers leads they can use to stuff their pool of clients.
Exploring Their Sphere of Influence
One of the things that Real Estate Agents struggle with the most is remaining top of mind with their current clients to obtain referrals. Loan officers are well aware that referrals are one of the best sources of business.
Leverage Your CRM
If you ask your real estate agent partners you may likely discover that 90% of them are not following-up with clients by using a CRM (Client Relationship Manager) or EMS (Email Marketing System). Your importance will rise a lot if you can assist your realtor partners with putting their prospect list onto a CRM or EMS.
Attend
industry events
If you wish to provide top professional service to your clients, you need to be
current on the trends in the mortgage and real estate fields. What services are
the big lenders offering? Is the area you market in a sellers, buyers or
balanced market? Are interest rates moving up or down?
You are able to answer these questions for potential partners if you are familiar with the trends, new products and services. Attend industry events that result in more people becoming part of your networking circle.
Use
Lists From Open Houses
Be certain to ask your agents to provide you with a list of buyers who visited
the open house. A large portion of agents toss out countless opportunities for
business because most of them hardly know the value of the list they got from
their open house. As a loan officer, you simply ask for the list the day after
the open house is held.
Open house prospects are likely to speak with a lender than a Real Estate agent. The reason is they might feel the agents are very pushy and persistent. If you don’t know what I mean, attend one of those free lunch or dinners at a timeshare event.
Your agents will welcome the value you offer by taking care of this. Not many loan officers will do this much work for their real estate business partners. Implementing this system and being persistent with the process should generate mutually beneficial outcomes for you and your agents.
Future Strategy
The
majority of lenders and agents focus equally on working tirelessly for current
clients. The competition is intense, so they must provide an outstanding level
of professionalism to get potential referrals. However, there is a huge number
of untapped home buyers and sellers who later on in the future will be selling
and buying a home.
As luck would have it, not many are focusing on marketing to the future group, leaving this strategy wide open for the clever marketing expert. An excellent follow-up and lead nurturing system is the secret ingredient to successfully marketing to this highly profitable group.
Bonus Tip: Blogging
Your blog will provide you with the opportunity to develop real estate relevant content for your prospects. This marketing method will surely increase traffic back to your website which is the goal.
Make the blog on your website the main focus on all social media platforms you use such as Facebook, Twitter, Pinterest, and LinkedIn. Generate traffic to specific landing pages on your website and especially back to your blog articles.