In my world, marketing is knowing what to do or finding out what to do and selling is executing on the marketing plan.
Simply stated, you've got to find something that works and then effectively execute on it. Since we are all professionals, I will not deal with the extremely important word in the last sentence: Effectively. But you better.
Right now, you need a plan. So here you go: Call a friendly real estate agent. Ask them to send you a notice each time a property is marked "pending". This means that the listing has an accepted offer. This can be automated. You need it each day.
Now, call the listing agent on each of the transactions. Do not send them an email, call them. Do not leave a voice mail. Talk to them. Get them on the phone. Do not give up until you have spoken to the listing agent. Use all of your skills and resources to effectively communicate until you talk to them. Do not stop. Do not take no for an answer. Get them on the phone.
Congratulate them on the fact that one of their listing has an accepted offer. Ask them about the market in that general area. Do they have other listings? Then ask two closing questions in precisely this order: "Who is the selling agent? And after you know that, ask are you handling the purchase of the seller's next home? Followed by, "can I help you with their loan?"
Immediately, call the selling agent. Congratulate them on an accepted offer. Using your most persuasive sales skills, ask to help their customer with their loan.
I know. It's too hard. It will take too long. I don't like cold calls. OK, just keep doing what you are currently doing.
If it was me, and I was in your shoes, I would implement this strategy today. I would not stop until I accomplished my goal for the day or week: Take a loan application. Then, the fun starts.
Joel Pate is an entrepreneur and founder of multiple successful companies in the mortgage, real estate, and marketing space. For more information on Joel, contact him at
