If you're an originator and haven't read The Millionaire Real Estate Agent, by Gary Keller and Dave Jenks, you're missing out on a great way to market to REALTORs.  The cornerstone of the MREA plan is database management.  The authors advise agents to "touch" their "met" database 33 times in a twelve month period.  It's a highly disciplined approach and most real estate agents fail to implement it but they wish they could.

Mortgage originators traditionally do a better job at managing databases better than their agent cousins.  Why aren't originators "touching"  thier REALTOR database thirty-three times, then?  If each "met" REALTOR, touched 33 times, can produce three purchase loans annually, a stable of 25, full-time agents can put an originator on the path to 6-7 purchase loans each month. 

Consider this "touch plan" for marketing to real estate agents (opens in a new window)