Marketing Strategies: Realtor 1-2-3

I talk and write (a lot) about Realtor marketing and as you know, there are countless ways to spend your marketing time and dollars. Today, I want to point out what I consider to be the top three elements of a successful loan originator in relationship to Realtor marketing. These will help you build a strong referral-based business so your phone is consistently ringing with new clients. And isn’t that what we all want?

1.  Visibility. How well do your Realtor’s know you? Are you memorable? Here are my tips for creating solid visibility in your business.

Consistently use the four levels of communication (mail, phone, mail and in person).  This gives you the opportunity to reach out in a variety of ways and connect with Realtors.  This Realtor Contact Form  will help you stay focused on marketing to a core group of Realtors.

Be creative! Drop by with something for the holidays or just for fun. Grabber marketing can make a memorable statement. Send an air horn to your Realtors with a letter stating, “You won’t have to use this to get our attention!” This speaks to their concern of not getting responses from loan officers once they have a deal. Have fun and let them get to know you with your marketing.

2.  Credibility. Your visibility needs to go hand in hand with credibility. Realtors and consumers want to work with someone they trust. Do you have a reputation as an expert on mortgages and interest rates? If not, then spend the necessary time educating yourself.

If you see a big movement in interest rates or a change with loan guidelines, send out a quick email to your Realtors letting them know what is going on. They will remember the first person to bring them the information.

3.  Likeability. The more likeable you are the more people will want to work with you. This is a very simple way to attract more business. The loan officers that truly have care and concern for all prospects are the ones that high-quality Realtors want to work with. Realtors get feedback from their clients so the more your clients like you, the greater chances you have of a continual stream of referrals. 

Don’t forget the power of connecting over a meal. Go to lunch at least once a week with a Realtor. Take that time to connect over business and personal things. Friends want to do business with friends. Remember birthdays and take the time to help out, even when it isn’t business related.

Remember, it’s all about the relationship.