"I can't do anything for someone looking to refinance."
In your day-to-day work as a realtor, you inevitably will come across people who are interested in refinancing. Whether through your own prospecting, lead generation or bumping into someone at the grocery store, refi's are out there...and rest assured most of them understand that you're not a banker and cannot help them directly with a mortgage. Yes there are some homeowners who may not fully understand and who might think you DO handle mortgages.
In both instances, my question is the same:
Why do so many realtors treat these people as a bother and a waste of time?
Think about it for a moment...
Distrust among consumers with regard to mortgage lenders is at an all-time high and many people are reluctant to contact the lenders directly. They want a referral. Who better to ask for a referral than those who use mortgage lenders the most? Realtors.
Yeah, I know. This doesn't put money in your pocket right now, but taking the high road sometimes means your rewards come later rather than sooner. If you're in contact with someone who wants to refinance their home, take 5 or 10 minutes to talk with them, listen to their situation, and recommend a lender or specific loan officer(s) you have had a good experience with.
People appreciate this. They really do. And if you have a solid long-term follow-up system in place (good, well written email drips and other correspondence), you will be pleasantly surprised at the opportunities that will come as a result of these brief encounters.
People really appreciate your referrals and most people realize you don't get paid to do that. Just remember that you, me, ALL of us are inundated daily with a ridiculous amount of information from all resources, making it more and more difficult to remember those people who have helped us. That's why you must have a long-term follow-up system in place.
Do your best to genuinely help people. Then make sure they remember you through your long-term follow-up:)
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