E-mail campaigns don't do it for me. I don't read them. They go straight to 'delete.' Flyers don't work either. They just clutter my snail mail inbox. I would spend more of your energy providing good local content to Localism.com and netowrking with other ActiveRain members near you. Start a blog network group in your area. Become the blog expert in your immediate area, and put on classes at the various real estate offices in your area, promoting ActiveRain. Coordinate an area ActiveRain get-together. Just some thoughts....

Take a minute and download a picture to your profile.

Kevin, it would be a good start if you upload your photo to active rain.  People like to know you are using the tools that are available and having your photo would also be friendlier.

Thanks guys.  I'm using Active Rain to promote myself as a resource to close a loan in Pennsylvania.  However, my immediate area is practically vacant on Active Rain.  I checked for members in the bordering counties to mine here in NEPA and only found one Realtor!  That makes it pretty impractical to use this as a way to meet local Realtors.

I like the idea of holding classes to promote AR.  I may do that.  I will be uploading my pic in the near future as well. 

 Thanks!

Kevin the e-mail compaign would hit some but bounch off of others. I've had loan officers call and as for an appointment, and I will usually set one and let them tell me about why they can get a good rate and loan amount for my client. I've also met loaners at cocktail parties that are generally for Realtors, but loan officers are usually welcomed as well.

Kevin - I didn't do a search........are you in Monroe County?

Nope.  I'm in Wyoming County.  It's rural Northeast PA.  I market and close loans throughout PA.  The local referral sources and clients I work with are in Wyoming, Bradford, Susquehanna, Lackawanna, and Luzerne counties.  Not exactly the hottest markets in the country.

There is on Realtor in Lackawanna and one in Luzerne on Active Rain but neither of them have ever written a Blog or done anything other than put their profiles up.

Hi Kevin-

You actually have a great opportunity if ActiveRain is not big in your area.

Make it Big - be the go to guy and as things develop people will use you.

E-mail goes to the spam folder and flyers go in the trash.

Rob and Rich had some great ideas - also, put YOUR pic in the profile!

Rob,

The Scranton area is slowly getting better.  Politics here have always been a mess but the city is cleaning up.  Down in Luzerne I seem to see more NY'ers coming in to buy up entire city blocks and rent them out.  Lots of absentee landlords using local management companies. 

I've had *some* success getting in front of Realtors by stopping in the office.  The best are the offices that have a Realtor staffing the front desk while everyone else is on the road.  These Realtors on the phones are bored to tears and don't mind talking to you for as much as an hour.  Most offices aren't like this though.  Many have a receptionist who apparently are trained to show you the door in the quickest way possible.

I've run a seminar in the past and enjoyed it with some success, but I didn't partner with a Realtor.  Next time I won't make that mistake.  I'm just worried about alienating some Realtors by choosing one and not the other. 

I'm certainly no stranger to a blog but my colleaugues up here have never heard of such and therefore don't find my pearls of wisdom unless I show them.

That's the first I noticed that Active Rain shows up on Google.  I didn't even know that would happen!  Some of my articles show up on the end of page 1 and into page 2.  That darn photographer has the #1 spot because of the website name.  He doesn't even use it.

 Thanks for the help!

P.S.  I noticed you had a seminar in NYC.  How did that work out?  I wish I was around back then..

Marc,

Thanks for your comments and the reference to your blog.

I agree with you that we can't be donut deliverymen and that we must be stern with our partners.  I think they appreciate that more than anything else.  As mentioned in the comments of your blog, Realtors have heard all this before.  Every loan officer comes in with the "service, honesty, and integrity" routine.  Mine was "I only quote what I know I can close, and I close what I quoted." 

The best method for me has been to just find a way to engage in conversation and talk about everything but Real Estate.  Eventually, they will bring the topic up and that's when you start closing.  Once they like you as a person, it's easier to get them to respect you as a professional.

Kevin, the NYC seminar was pretty sad.  Two issues  - weather.  It was the coldest day in NYC (by far) on the day of the seminar. The bigger problem was advertising.  I jumped in too late to flat out say THIS IS NOT GOING TO WORK when I was hearing from the Realtor and my companies owner about how awesome this will be. (Did get 3 deals out of it - not too shoddy).

They had the right idea, but a bad plan.  So I suggest, you find not just a Realtor, but a title company also (if the Realtor has one he/she likes - fine).  This will defray advertising costs into THREE.  And really, what i MEAN ARE PROBABLY FLYER'S, AND A MUST DO IN A LOCAL PAPER....3 WEEKS BEFORE THE EVENT.  There are people in here with a lot of experience to help with the event strategy.

Try (try) and find a free location (like a church, school, etc.....)....the 'sell to find one is that you are helping the community.

Do not worry about picking Realtors.  Make sure YOU are comfortable with them, and feel free to have multiple seminars with different Realtors IN THE SAME COUNTY.  Just space them out.  You get any /all of their clients.  And by seminar #2, you can fix the problems from #1 :^) 

Rob, sorry to hear about the NYC seminar.  I had one here in rural NEPA.  I sent out invitations to my employer's old client list and followed up with a phone call to confirm.  Worked out well considering what I had to work with. 

Advertising is tough, especially in a market like NYC!  Three deals probably made it worth while plus the experience you learned about what NOT to do with the next one. 

Good advice on advertising and working with a Realtor and title company.  I'll try to find a free location next time.  Now that you mention it, the local theatre does workshops and the library also hold events.  I'll check with both. 

My plan is to do a credit seminar and announce a first-time buyer seminar followed by an investor seminar after that.  Hopefully it's cost effective.  It will be nice to share the expenses next time.

Kevin,

I wrote a post way back in the beginning... asking realtors: how do get the chance to prove ourselves?  This may be a big help in answering your questions...

Randal, how would you invite the Realtors to AR?

Email?  Cold call phone?  Try and run into them at the office?  AR invite?  Other?

I think the AR invite is a tough one as people not familiar to the site may just see this as spam coming at them.

I think Keven has a great opportunity here, the problem, not unusual, is "first contact" methodology - which is presently his problem (I believe).

Though there are 20k + members on AR - that is a tiny , tiny percentage of Realtors across the US.  Of the 20K, the VAST majority seem to have signed up and thats all (no interest/participation)...they may be lurking and READING without posting - but I doubt it, because the on-line numbers are consistently under 1,000.

My 7 biggest Realtor producers for me - are aware of AR and have chosen not to sign up. The 'take' I get is that, why bother since they are already pulling in numbers? [ again, this is 'my take' on their position - personally I find this place a DIAMOND MINE of INFORMATION. ]

Just curious as to what you think the best method would be.

I cold call on the phone - most Realtors have a direct line on a website - and worst case  - ok, 2nd worst case - you ask and receive PERMISSION to forward some info, worst case is they just hang up on ya :^) .

Jason - Great post with some excellent comments.  Thanks for the read.  It was exactly the info I'm looking for.

Randal - Thanks for the Realtor perspective.  I now realize that email campaigns are not the way to go.  I thought I could reach a broad audience easily that way.  Maybe I'll just send an email to announce when I'll be stopping by. 

Rob - I think you "get" what I'm asking.  What's the best way to get in the door.  I've got my methods and they work fine but I'm looking to use this wealth of knowledge (AR) to improve myself.  I figured I'd get the best answers if I ask the Realtors directly what they prefer.  The whole point of my blog is to start a conversation between Realtors, Loan Officers, Title Companies, and other referral sources.  It's the best way I can think of to improve our respective businesses.

Thanks for all the help.

Kevin,

Glad I could help...

I only email Real Estate agents that I know and the email has a purpose.  I know that I am very busy and so not have time for senseless email and spam.  I do like to go to the offices.  As a matter of fact, I was just out at an office and I got to meet up with a REALTOR I have dealt with before, as well as a new one.  I will follow up with a note to them.  I do not take donuts along but I will occasionally ask, during conversation, if he/she/they want to grab a bite, drink, etc. 

Hey Ann,

Ever stop in a Title Co. and ask if they want to stop for a drink (hint),

Kevin is in 'no man's land' up there. He can run out each day and HOPE the Realtor is in their office - but I think a call to set something up is a better tact.  Ann, you mentioned going to a Realtor - and that certainly is the 'end game' - a face-to-face to offer your services. First impressions are made, non-verbal communication indicates interest, etc.

Getting in the door is 'problem' #1.  Keven, have you mapped out a possible sweep of realtors to hit and run in a day? (mapquest, point to point....). WORST case, you leave a card with a short note - a follow-up call may get you an appontment.

Go to something like Superpages and keyword Realtor with the county.... open up the phone #link and print out the 100's ??? of Realtors.....then start calling. OR - find the Re/Max (and others you know)  office and pull out the agent listing from the local office websites.

Geeze - where did my name go in the last post?

Kevin,

Thanks for the post. With the recent round of problems facing the mortgage industry, it is a help to know which products are being offered to help with this market. I won't mention the company, but I recently had an opportunity to find out about concerted efforts to market buydowns, construction/rehab loans that provide payment of real estate commission before the property closes, as well as financing options for raw land. Help me meet the needs of my clients and customers, and we can work together.

Kevin,

Thanks for your recent comment on my USDA blog and adding me as an associate, I have reciprocated.

Congratulations for getting featured on your 4th blog......not bad! The subject of this post was very good and I hope you receive a lot of feedback.....may be very useful for a lot of us loan officers. I will look to see you around more often.  Good start!

I'd recommend inviting Realtors to join active rain.  Then email them to see if they have joined & why not.  Those that have joined, talk to them, see how they like it & build a relationship.  Also do blogs about your services & programs, about how you do business, how you treat the client and Realtor, talk about the success you've had with difficult buyers and oh so much more.  Be sure you email those blogs to the Realtors or mail it to them with a note.

And by all means, do a great job delivering your service, product, stay in touch with client & Realtor.  Do such a great job, they'll remember you & referr you.  And last, but not least ask for referrals.  If you ask, you will receive.

Elaine Koecher

Prudential Florida WCI Realty

954-850-3920

How do I like to be appoached?

It's pretty easy...

I have buyer in the 300-500k price range can you find them a home, and keep me in mind when you have buyers with lender needs?

Not interested in boring lunches with someone i don't know, do you think our prospects are the same way? I have sent leads to lots of lenders that just say "well i called them and they never called back." Well gosh if it were that easy I would change jobs. I call each lead at least 3 times before tossing them. If I tell you to call in a specific time... call in that time. If I send you leads and you send me none... then see ya.

Bluntly, get the deal done for those we send you, reciprocate. It does not matter who starts the process. If there is not a give and take, there will be no more giving on an agents part and we will find someone that will.

 Start with agents that have a good reputation for getting things done, not new agents that you don't know will be around in 3 months.

Kevin,

(I have not read anyone else's comments, so if this is redundant, I apologize, but here is my answer to your question)

 First thing you need to do is put your dad on the internet and you should go take a nap.  Believe it or not, not everyone thinks kids are cute - sorry but wake up and smell the coffee.

 if you want my business you have to let me know why i would form an alliance with you.  My lender is my partner.  I want someone who will sit open house for me if I need the help.  i want someone who will canvas a neighborhood with me.  I want someone who sill step up and fund their share of a marketing campaign.

you have to think like me.  If I am tech savvy, then I expect you to be too.  don't look for me to hold your hand - you are here to give me support, not the other way around.

There is so much more than an email campaign and coffee and donuts.  Every lender I have ever used has partnered with me and together we have grown.

Now Have a blessed day,

John Occhi, Hemet CA REALTOR

I'm with Rich Jacobson, emails and flyer's don't do it. They are trashed as I don't have the time nor interest to bother with them. Free stuff? Cups, pens etc. Nah! I have drawers full of pens and cupboards full of cups. Don't need no more. Where I disagree somewhat with Rich is the posting of a blog. I find the postings interesting and enjoyable. But for the most part we are all so distanced from one another there's very little chance of my doing business with you. Oh certainly I would send referrals for the clients relocating to another state and would appreciate receiving them as well. But when I look for a mortgage person, I want them to be local not half way across the nation from me. A lot of deals go south when we have buyers that use a mortgage company from out of state. Most are not licensed in Texas to start with and those that are licensed are not necessarily knowledgeable of the Texas real estate laws etc. or of the local real estate situation. So if your local and want my business the best way to get it is to get face to face time with me. That doesn't mean your going to get my business. But it is a start.

Kevin,

Let me know how your new prospecting goes.  Sounds like a bunch of good opionions and ideas.  One thing that I do that has been seeming to at least get me an introduction is I get tons of postcards, magnets, newsletters and flyers from realtors to my home every day.  So I keep them and follow up with them.  I tell them that I received their postcard at my house and tell them what I do and go from there. 

So I have been working with 2 very good realtors since then and still working on more.   



Good luck! 

Naoma Doriguzzi

Kevin,

Good post and question.  I know you are asking Realtors for their opinions directly, but I thought I would share some of my experiences, in case they are helpful.  As a home inspector, I am always interested in good ways to meet or interact with Realtors so that they can become familiar with me and my services.

Email and other cold calling tactics produce cold calling results.  I find that I do best in making introductions when there is a reason to make contact, so I try to offer something helpful that they may be able to use for their clients.

One recent example is that in the Philadelphia area, Angie's List was trying to jump start memebership and offered FREE membership for a limited time. I emailed a list of Realtors I have worked with in the past (don't want to be accused of spamming anyone) and let them know so they could tell their clients.  Some forwarded the email to other Realtors who then responded (so I met more Realtors), etc.

I also send out home-related reminders and tops periodically, or CPSC recall notices when I think they are useful.  It is not the mass appeal approach you may be seeking, I grant you, but most of the emails are opened and generally recieve positive comments.

Of course, I will read this thread with interest, too, for other feedback from Realtors!

Wow.  Some great comments here.  Thank you everyone for helping me get my first featured post!  I may be wrong, but I think a featured post is chosen not just based on the blog, but on the comments combined with the blog post. 

This blog is a topic that EVERY loan officer has faced at least once.  Active Rain provides a unique forum where we can get L.O.'s and Realtors to give their opinions.  This is the type of dialogue I was hoping AR would be good for!  It has not disappointed.

Ann: your comment is closest to what I think the true answer is.  You've got to get them out of the office for a chat over lunch.  This disarms them and opens up casual conversation.  Also, meeting Realtors through other Realtors is important. 

William: you've got a good point.  We should look at the tragedy in subprime to position ourselves as problem solvers.  Maybe highlight FHA or USDA (thanks, Ron!) programs to pick up shattered subprime 100's.  My secret weapon is to specialize in non-owner occupied investment and commercial properties.  If values drop because of this mess, investors will be the ones to gain.

Elaine: thanks.  Using Active Rain as a way to differentiate is a good idea.  Maybe they'll see that I'm active in my industry and know what I'm talking about.  That may seperate me from the competition.

Andrew:  some great points.  Follow-up is key.  I've tried using FSBO's to get potential buyers to refer to Realtors but that didn't work out.  I think I'll start a blog on this topic in the near future.  Getting business for Realtors should be the best way to make this work.

John:  I'll forgive the rudeness because you've got some good advice in there.  Strategizing ways to increase a Realtors business is just as good as providing new leads.  I apologize that my digital camera is filled with pictures of my first-born son.  Please, forgive my pride and excitement.  The "problem" will be resolved soon.

Danny: one of the ways I sell myself is as a local solution.  I think only bad things can happen when someone decides to use a national lender with no local reputation to uphold or accountability.  Your comments are disheartening for me, though.  I can close loans throughout PA but I'm located in the Norteast region where there are very few active participants of The Rain.  By your account, I'll never get a referral from this community.

Teresa: you've embodied the problem that I've brought up exactly.  How do we break the mold and impress a Realtor into giving business to us when they are preconceived to few us as all the same panhandlers?

I've gotten some great ideas from this thread and hope it's helped everyone else, especially new L.O.'s to the business.

Congrats on the featured post. It seems as though it's an endless cycle. Realtors try to overcome their stereotypes to get clients, LO try to overcome their stereotypes to get clients and Realtors on their side. Lawyers, doctors, accountants, etc... all have stereotypes.  It just goes to show that we aren't alone in our trials.

"There is on Realtor in Lackawanna and one in Luzerne on Active Rain but neither of them have ever written a Blog or done anything other than put their profiles up."

Kevin, was re-reading the blog..... did you ever call these people?

Hi Kevin.

I would have to say that an email to me would probably be deleted. If you are trying to get my client's business through me as a referral you're going to have to approach me directly, either by an introduction phone call or  letter. I don't have a problem meeting with another professional and letting them convince me that their service would benefit my clients but an email is not the way. Have you thought about becoming an associate of your local real estate board? 

Kevin, not at all. I stated that IF I had someone relocating that I would refer the person and of course appreciate receiving referrals as well. What I won't do is use a mortgage person from out of state on my day to day business.

I like this post and comments.  I have learned a lot.  I have been trying to build relationships with people to do more business so we all make more money and more important to me is o see more people in homes they want to be in.  Thanks for all the feed back.

    kevin, i can relate and apreciate what you are tying to do to build your business I know its tough.However when u see emails from loan officers other than the two i use i jsut delete them (sorry)

Our office has our own ,broker owned, mortgage and title company,so it is in my own best financial interest to only use them. however i do have one outside lender that i have used for over 15 years. i tell new(er) loan reps not to take it wrong but i will never need your service,sorry. The last 12 years i have never needed anyone else, best of luck to your business,  chrisHill@remax.net

visit open houses and find out what the realtor's needs are. you can't sell them your services if you don't know their needs.

I agree with the comments about fliers and email I would not read the.

I would respond to a face to face meeting. Buy me a coffee (I'm cheap!) and tell me about yourself and what you have to offer. Give me some referrences and reasons to refer business your way.

A good reliable loan officer is essential to my success as a Realtor.

As a loan officer this post has been great and so have the comments. The market has been so weird down here on the MS Gulf Coast since Katrina and everything, I'm trying to find new routes for business. Its nice to hear from realtors what they like. Its always good to put your self out there and create more business.

Great Blog. I have had Huge Success with Email. Yes I know I email out 400 every monday and friday but I have received business, contacts and new friends. I don't talk about rate or my service just to have a great day. something simple

Ben

I think email is the way to go...everyone gets too busy for meetings.  I save your kind of emails for when I need you.  I love the picture.....somehow I thought you'd look older though......

Well, it's become apparent that I can't keep up with all the comments.  They're all great and I've got some great ideas. 

It's interesting that the last two comments show that an email campaign could work.  It's certainly not the BEST way to get in front of Realtors based on the other comments, but it would work to get a deal here or there.

I'm just going to throw myself out there and try to get a coffee meeting.  I just want some face time. 

My situation is that I've worked with a broker-shop that took leads from the internet and worked them.  I left there to a more traditional place where I have to work for leads. 

Thanks for all your help!

Kevin,

I think the best way is referral or word of mouth.  If you look at each closed transaction as having 2 opportunities to network with agents, this is where I'd foucs my attention. I would ensure that the agent was kept informed as the transaction progressed. I'd touch base with both realtors during the process and again after closing to make sure that their needs were met. Then, ask for referrals from each agent.

My lender is so amazingly good at making sure no details are overlooked and either he or his processor notifies me at least once a week of the status of the loan. I do not ever have to hound them for info. They alert me to problems (which are opportunities ~ but that's a whole different post ) so that I can get in touch with the client and help find a solution, quickly. He knows that I do not like surprises so he stays one step ahead of me. He has an online loan app and does answer his cell phone on evenings and weekends. He  provides me with loan sheets for my open houses showing 0 down, 5% and 10% down options & payments. But, by far, the #1 thing he does is get the loans processed so that we can close on time, every time!!

Chris,

Great tips!  I like a specific answer and that's as good as it gets.  Thanks!

Kevin,  You are most likely tired of reading all the responses you have received.  But you asked and as a local PA Realtor in Monroe County I will answer.  Your emails will not be read.  If you stop off at the office you can only expect to leave the receptionist fliers to put in our mailboxes...you will not get into talk to us unless we are REALLY BORED that day...most days too busy.  Home inspectors and lenders stop in constantly - we would never get anything done if we stopped to talk to them.  Most of the fliers that are left end up in the trash and mostly unread.  Some lenders attach a candy bar...ok we eat the candy and then trash the flier....sorry but there are just too many people soliciting us for business.  Lunches are a waste of time...the middle of the day is my busiest...just grab a protein shake or protein bar and certainly don't want to have to sit thru a meal with a "salesman".  One thing that sometimes does work is if you can get yourself invited to an office meeting.  Make sure the Agent you are working with will be at the meeting and will either introduce you or praise you.  You don't need to sell different programs - you all have the same stuff....instead ASK us what you can do for us and ASSURE us that you will give us SERVICE and GREAT COMMUNICATION.

So, HOW do you get my business.  Simple.  Referrals.  We all talk to each other and tell each other who is doing a good job and who to get rid of.  Make sure that you always do a great job and make sure that your satisfied Agents have your cards to share.  Actually my Really good lenders don't even need cards - I know their cell numbers by heart.  And, when you do get the referral, for goodness sake, return all phone calls STAT.  Call the Agent, let them know you have talked to the buyer, get back to them daily if needed until you have a pre-approval...don't keep us dangling.  We are depending on you to get that Pre-approval so we can take these people out in our cars and then write offers.  And then...do your job and do it well.  No surprises...keep us informed, if there is a snag maybe we can help...we are after all in this together.  But that is getting ahead of the game.....square one is BUILD YOUR BUSINESS BY REFERRALS and you will work less and be happier.

Hope this helps!  Just a Realtor Opinion, Nancy

P.S. KEVIN - the Baby is adorable - maybe a picture of YOU holding the Baby....we do after all really want to see what you look like.  I admit to having pictures of my grandsons in my profile....Babies are wonderful

Nancy,

You've hit the fundamental problem that brings my question up.  We know that service and communication win the referrals but we don't have a way to get a foot in the door.  You've shut your door to drop-ins, shut your email box to messages, and shut your mail to flyers.  All this is understandable since we don't want you to reduce your productivity.  And how in the world are we supposed to get invited to a meeting when we have no way of meeting anybody but the office secretary?

The doors you've left open are meeting you through a closing as a seller's agent and meeting at a social function or through a mutual friend. 

Thanks to a post by George Suoto, I'm going to be stopping at Open Houses this weekend.  Would you take time to speak to a Loan Officer at a slow Open House? 

You also gave us the universal answer which is to give you referrals.  This will be addressed in my next post.  Should be up on Monday.

Thanks for the compliment on my son.  He's a cutie.  I'll be getting a new pic up next week.

Thanks for your insights.  This is why I wanted a Realtor's perspective.

Hi Kevin- I don't think I have shut the door to all the things you mention - sounds negative - rather I am using my time in a productive manner. I can't possibly take the time to talk to every salesman who  stops by and I certainly could never read half of the lender emails that I receive on a daily basis. 

 You misunderstood my reference to REFERRALS - I did not mean you had to start by referring clients to me (although we always do appreciate that kind of referral) - what I was trying to get across is Realtor to Realtor telling me (referring) that they have worked with you and you did the job for them.  As Agents we share that kind of information.  All you need is one good contact in an office - if you are consistently doing a good job for them you can ask them to let you  join a staff meeting.  You can't just come in to a meeting blind or because the receptionist booked you...you  need to be "referred"  by the Agent that has used your services and get their introduction and positive feedback.  The question of course is how to get started.....if we all had the answer to that we would all be millionaires.  Networking, visiting open houses (yes I would definitely speak to you if you visited me at an open house) and that kind of thing.  How about checking open house ads and printing up some listing specific ad sheets and delivering them to the Agent for use at their open house.   (breakdown of monthly costs at current rate with a full price offer -- nice picture of the house, picture of you and phone numbers of you AND the Realtor - remember to market them along with  yourself)

One LO I know stops by our office almost every Saturday - and says - just wanted to let you know that I am around if you need me and keeps on walking.  Lot of pounding the pavement but he does a lot of business.....HINT - Agents sitting Floor time on weekends are not usually as busy as agents in the office during the week with lots of attorney, title company and other phone calls, and therefore are more open to take the time to talk to you - and - if they happen to have a walk-in or cold call....there you are.

Hope this helps.  It is tough to build up a business but if you consistently do a great job for one Realtor your fame will start to spread. 

I apologize for the confusion.  I understand that if you are a top producer, why fix something that isn't broken?  I'm sorry if I was negative about it.  I don't know if I'm the only one, but I hate being referred to as, or thought of as a "salesman".  I believe we offer a service and we're not looking for someone to "buy".  We're just looking for someone who would like to be a partner in our complementary services.

You make a great point about getting referred from one Realtor or even a title company rep.  It helps tremendously and is that foot in the door.

I'm excited about this weekend because I am going to go to Open Houses with a flyer.  I'm glad to see that you would see somebody in this way.  It tells me that I've got a good chance to make something happen this weekend.

You've helped a great deal.  Thanks!

Oh, and 570-836-8336 anytime.  That's my office number that automatically transfers to my cell phone if I don't answer.  One number is all you'll ever need.

Kevin - sorry about the SALESMAN label - I hate it also!  But we do get bombarded and without a personal recommendation it is just not prudent to trust losing a deal to LO who doesn't do their job - and we all have lost buyers that way...the client gets discouraged and just drops out of the race or finds another Realtor because WE did not do a good job in referring them to a competent loan officer.

You are right - Realtors and Loan Officers have to be partners - a smooth running  team that work together to get the job done.  Sounds like you are on the right track and I hope you have a successful weekend.  Hit those open houses!

You are also right on with your comment about getting referred by Title Companies.  They know which Realtors and which LO's do or don't do the job.  Do a good job and the business will come.

Good luck this weekend - snow has stopped - roads are clear - you should get some people coming out on Sunday....Success to you!

Hello there,

 Here's a kind of crazy question for you.  I'll just get right to the point........I am a 25 year old very attractive woman....(or so I'm told)  My question is, does having your picture up on blogs, cards, signs, etc. contribute to the wrong type of response.  The reason I ask is simply because I too have pounded the pavement and gone to open houses and so forth.  I'm very aggressive in my business and keep conversations, meetings and lunches as professional as possible.  While my looks may get me more immediate attention from male Realtors, therefor generating more business, I am often faced with trying to fight off men who only want to date me and not necessarily do business with me.  In addition, female Realtors often dislike me from the moment I walk through the door, no matter how competent I am.  Having said that, I now have 2 questions.  1. How can I avoid the wrong type of attention in this business?  2.  Will putting my picture up contribute to more of this type of behavior?  And if so, is there any way I can avoid it?

P.C.

Interesting.  That's exactly why I haven't posted my own picture.  I'm just too darned handsome!

Ok.  That's not true. 

I think it comes down to your own decisions of how you want to market.  If you want to just meet as many people as possible then I would market your image.  Sure you'll have some jerks, but you can weed through them and find people that may have seeked you out based on image but could be helpful business partners and respectful people.  We can disagree with human nature but sadly, we can't change it.  People are going to discriminate based on looks, consumers and business partners alike. 

You could avoid your image and use a logo of some sort to create branding if you'd rather not bother with the jerks.  That would avoid the behavior alltogether. 

In the end, keep your perspective.  There are thousands of people that would love to have your problem.  No matter how you approach this issue, just know that you are fortunate.  Don't let jerks make you feel differently.

I am also a LO.  I have read every comment.  And found it all very interesting.  Thank you all for your great comments.  And I will be adding my photo soon also.

Kevin!  Great question!  I am a Mortgage Consultant and have really enjoyed all the comments.  In my experience, the best referral relationships from REALTORS I have developed have been from just that...establishing a relationship!  I now work with REALTORS who have been in the business for over 20 years, the way I started, just a relationship.  Don't go right for the business, find out about them, become friends, find out who they are and how they operate and take it from there.  Join every local Real Estate group you can...your Board of Realtors (and committees within the board), Women's Council of Realtors, Builders Association, etc...

Hi Kevin, as a home stager, I understand where you are coming from. I don't want to send emails or fliers that would only irritate the recipients. My thinking on how to approach Realtors is this: I will meet with the Broker who can pass on my info/brochures or whatever to the Realtors in the office. If the Broker recommends you to the agents, you'd have a better chance of getting a referral.

 Another idea, I know Realtors all have 'their own people' they refer, but what do they do when their MO turns down a client? Perhaps you could be the go to guy for these instances. Eventually, you might just be the go to guy for mortgages.

I hope I didn't just repeat what others have said...I confess I only read half of the responses to you question!

Leah: Thanks for the input.  I agree that it all starts with a relationship.  You build that by talking about everything BUT real estate.  If you chat them up enough, they will bring it up so you don't have to. 

Dane:  I've tried going for the Broker directly but it never works (at least for me).  The broker doesn't want to "waste" their time with you so they pawn you off on the Realtor that happens to be in the office at the time with the very least experience.  I've found it's better to go for a Realtor and let them refer you up to the broker. 

Your next idea hit on my very favorite business philosophy.  I took it from Harvey McKay's "Swim With The Sharks Without Being Eaten Alive".  The idea is that if you are not THE guy that the Realtor uses you need to position yourself as #2 and remind them that you are there constantly.  Being #2 is always easier than being #1.  #1 has to keep up his service and meet all the demands.  All #2 has to do is sit back and wait for #1 to screw up! 

Nobody else thinks like this.  They think that they either win the business or lose it.  If you show persistance, it's just a matter of time until you win some, then all of the business.

Kevin,  Sorry to get in on this thread so late....

Rob Robinson really hit it on the head earlier.  I think you need to involve a Title Agency from the area you target.  Try to do something jointly, i.e. seminar, informal get together, etc.....just you and a Title Agent.

That way you won't alienate anyone....and avail your services to the entire market.  And just maybe you'll forge a great relationship with your Title associate.

Just my two cents worth.......  Emails are not among my favorite icebreakers. I have had a couple of mortgages pros stop by my Open Houses for a chit-chat and to drop off materials. The opportunity to spend some face-to-face time really was helpful and opens some doors. As I teach home buyer seminars I have had a couple of loan officers provide information for me to use. Anything but a blind "Bulk" email," please.

Thanks Tom!  I do value all of Rob's advice.  Maybe I'm too concentrated on Realtors and I'm ignoring the great relationships that can be made with Title Professionals.

Gary, I'm convinced.  The mass email was a bad idea.  I was active in a chat about Open Houses and how they are a great way to get "face time" with Realtors.  Thank you.