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Rainmaker
422,026
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

With a chair and a whip! 3:)
Actually, if you bring them a lot of business and are efficient and professional to work with . . . they'll quietly send business to you. They usually don't want to appear to 'play favorites' but will, if you let them on the QT.

Jan 21, 2017 03:52 PM
Ambassador
1,620,762
Fred Griffin
Frederick Griffin, Exclusive Buyer's Broker - Tallahassee, FL
Licensed Florida Real Estate Broker

     In my town, the Lenders host "socials", they also provide breakfast or lunch for the meetings at the Board of Realtors.  This is a good place to meet them, to hear them out, to establish a relationship.  See Julie Larson Realtor® Sarasota's answer about networking.

     If you are hosting an Open House or a Broker's Open, you can ask a lender to be present or to provide materials (be sure to comply with RESPA and other laws). 

    But as far as Lenders referring business to you (or to me or to any other agent or Broker), it's not likely.  See what Kathleen Daniels said about Corinne Guest, Managing Broker's comment.

 

Jan 21, 2017 04:27 PM
Rainmaker
787,273
Corinne Guest, Managing Broker
Barrington Realty Company - Barrington, IL
The Choice of Professionals

Having read your answer to Kathleen Daniels I have to say I think you'll be highly disappointed. I know only a very few loan officers that have unique relationships with Realtors and feed the business. Sadly it seems to be a one way treet and we are the feeders not the fed.

Jan 21, 2017 01:58 PM
Rainmaker
2,216,457
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale - Probate Broker

I just wish I knew where you are going with this question.  I typically do not approach them ... they approach me.  I am cautious these days that is for sure.

Jan 21, 2017 01:52 PM
Rainmaker
47,188
Susie Kay
Ultima Real Estate - Dallas, TX
Dallas Specialist

I've never approached them. So far they keep on approaching me and asking me for business. Also I agree with many of the comments from my other fellow realtors. We are the feeders.

Jan 21, 2017 03:09 PM
Rainer
314,842
Rose Mary Justice
Elite Realty Group - Dandridge, TN
Elite Realty Group

You build a relationship with lenders that you feel you can work with easily.

After sending them some business, they will know you are serious.  Then the time will be right for the conversation.  That is my opinion.

Jan 21, 2017 02:28 PM
Rainmaker
3,469,801
Barbara Todaro
RE/MAX Executive Realty - Franklin, MA
"Franklin MA Homes"

I have my own 3 choices of mortgage brokers....and I don't wander away.... 

Jan 21, 2017 01:53 PM
Rainmaker
500,837
Thomas J. Nelson, Realtor, CRS
Big Block Realty - La Jolla, CA
Co-Host of Mail-Right's: Real Estate Agent Podcast

Mine are all from networking and long time relationships; so like a friend and a partner. We're equals in every deal because we need each other. I have never understood the way other agents commodities Jason E. Gordon, my #1 lender; he's so good at what he does yet some of them treat him like a paper napkin instead of a partner. I never work with lenders that solicit me over a cold call.

Jan 22, 2017 06:25 AM
Rainmaker
563,273
Olga Simoncelli
Veritas Prime, LLC - New Fairfield, CT
Broker-Owner, RE Consultant, Licensed in CT & NY

Have a dialogue and give them some business first.

Jan 21, 2017 05:56 PM
Rainmaker
402,938
Gloria Valvasori, ASA
Better Homes and Gardens Real Estate Signature Service - Streetsville, ON
Outstanding Service Since 1987 416-717-6331

I get numerous emails, linkedin messages and FB messages from mortgage brokers weekly looking for business.  They are the ones chasing after us looking for business..  They don't feed us leads, they are looking for leads from us.

Jan 21, 2017 04:01 PM
Rainmaker
1,975,083
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker

Based on their ability to produce positive results for the people I refer to them. Never relied on their referrals back to me, too few and far between!

Jan 21, 2017 03:51 PM
Rainmaker
2,926,195
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding and Marketing

Kareem,

I think Corinne Guest, Managing Broker has given you the perfect answer.  A

Jan 21, 2017 02:05 PM
Rainer
9,700
Melissa Stutes
Mortgage Associates of Hawaii - NMLS# 1850 - Honolulu, HI
Loan Officer - NMLS# 948108

I'm a lender and sometimes we do receive our own self-sourced leads.  This may be from friends, family or others we know on a personal level who are looking for someone they trust...or from those who were referred to us.  And...as realtors do with their lender partners, we send them to a realtor who we trust and have a working relationship with.  That's what this industry is about...TRUST and professionalism!

 

However, most home buyers are shopping for homes not loans at the beginning...so they tend to go to Realtors first!  Realtors typically provide leads to the lender(s) they trust and have worked with to ensure the lead qualifys in order to not waste time and energy on someone who doesn't qualify YET (never give up on them...things can always turn around).  If a lender does a good job for the client(s) and helps close the deal in a smooth and on-time fashion, or keeps the realtor up-to-date on the buying potential of a lead, then they usually continue to receive leads from that realtor partner.  

 

I don't think you should stop building relationships with lenders.  This can still be a small source of income for you...and not many realtors go this route.  And, trust me...not all lenders are bad.  Most work hard and are honest...and are provding for their family as most hard-working Americans do.  We have to remember that we're all working towards the same goal - to help the consumer buy a home!

 

Best of luck starting out!!!  This is a great industry to be a part of.  Aloha!

 

Jan 25, 2017 12:13 PM
Rainmaker
402,525
Jason E. Gordon
AmeriFirst Financial Inc, San Diego, CA - San Diego, CA
Sr. Mortgage Loan Officer, CMPS, CDPE, CMHS

As a Lender, I feel the frustration that many of you are expressing with regards to the one-sided referrals between Agents & Lenders. As a long-time Lender who spends a great deal of capital attempting to initiate leads for my Agent partners, the harsh reality is that the majority of Buyers are attracted to the "shiny object" (house) first...THEN they figure out how to pay for the shiny object after the fact (mortgage loan). We spend a great deal of money each month/year/quarter attempting to help Buyers understand that the logical first step in the home buying process is to obtain their PRE-APPROVAL Letter PRIOR to shopping for Homes.  If more Buyers pursued this method, we Lenders would have more opportunity to send PRE-APPROVED Buyers to our Agent Partners. I don't say this to provide an excuse, but rather an attempt to provide context. We continue to try and find ways of reciprocity in our ongoing pursuits of strengthening our relationships. Kudos to Agents like Thomas J. Nelson, Realtor, CRS  for their bigger picture perspectives. We are all in this business as partners.

Jan 22, 2017 11:03 AM
Ambassador
3,101,883
Praful Thakkar
Keller Williams Realty - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Kareem Matthews - they should get in touch with you - approach you!

Jan 21, 2017 11:15 PM
Rainmaker
2,835,437
Dorie Dillard
Coldwell Banker United Realtors® ~ Subsidiary of NRT, LLC - Austin, TX
Realtor-Canyon Creek- NW, Austin TX Homes For Sale

Reach out to them to learn something and establish a relationship. Its a 2 way street..don't expect them to feed you clients..get out there and market for clients..your sphere, a niche, a community.. make it happen leave no stone unturned!

Jan 21, 2017 05:53 PM
Rainmaker
112,340
Lynnea Miller
Bend Premier Real Estate - Bend, OR
Premier Real Estate Service in Central Oregon

They typically approach us!

Jan 21, 2017 05:27 PM
Ambassador
2,182,114
Paul S. Henderson, REALTOR®, Broker, Tacoma Washington
RE/MAX Professionals. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

I like to sneak up behind them...

Jan 21, 2017 03:31 PM
Ambassador
2,610,482
Bob Crane
Woodland Management Service - Stevens Point, WI
Forestland Experts! 715-204-9671

Always starts with a call.

 

Jan 21, 2017 03:30 PM
Rainmaker
77,042
Julie Larson Realtor® Sarasota FL 941-882-0322
PalmerHouse Properties Florida - 941-882-0322 | Serving Sarasota, Manatee & Charlotte Counties - Sarasota, FL
When you're thinking of moving...ThinkSuncoast.com

I'm a big believer in business networking. You might check Meetup.com to see if there are any business networking meetups in your area. It's all about developing relationships and the business will come, Kareem Matthews.  :)

Jan 21, 2017 02:40 PM
Rainmaker
920,581
Bob "RealMan" Timm
National Marketing Realtors - Minot, ND
Bob Timm Owner/Broker National Marketing Realtors

Kareem Matthews , or local association of Realtors meets monthly over lunch and "associates" are invited. Often more Lenders show up than Realtors (sadly) but it's a great time to visit with the lenders and create friendships.

Jan 21, 2017 01:58 PM
Rainer
14,048
Loans and BG
Loans and BG - Brentwood, TN
We specialise in loans and bank instruments.

First you ask yourself... "Why do I have to offer?" before approaching anyone.

Jan 26, 2017 10:34 AM
Rainmaker
2,737,465
Joan Cox
Metro Brokers - House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I have several in place, usually get calls from 10 each week.

Jan 24, 2017 12:30 PM
Rainmaker
194,516
Melissa Jackson
United Country Real Estate FW - Fort Worth, TX
REALTOR® Matching Buyers & Sellers

I meet them at events, trainings and networking.  After talking with a few and finding out what type of programs they offer if we click I will send buyers.  I refer 3 lenders - 2 very local one phone / online for manufactured homes.  

I find it best to work with lenders that offer programs for the type of buyers I have such as USDA / New Homes / Police, Dr. / Business Owners.  

Jan 22, 2017 07:41 PM
Rainmaker
418,448
Tony Lewis
RE/MAX of Valencia (Hall of Fame) 30 year Valencia Resident - Valencia, CA
RE/MAX Valencia, Stevenson Ranch, Santa Clarita

I first need to see that they respond in a timely manner and are reachable evenings and on weekends.  A good lender is a major part of the team.  They need to be professional, ethical, have good programs and fees.  Their company needs to be one I believe in as well.  Lending is the last hurdle and after twenty years it is still elusive.

Jan 22, 2017 04:42 PM
Ambassador
2,939,795
Jeff Dowler
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude - Carlsbad

I don't. They approach me, or I get to know them when buyers I am working with are obtaining loans.

Jan 22, 2017 02:09 PM
Rainmaker
738,702
Ryan Huggins - Thousand Oaks, CA
www.HugginsHomes.com - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Very carefully...

Jan 22, 2017 10:42 AM
Rainer
495,518
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

 Seems like a great idea.

As a real estate professional you SHOULD have solutions available for buyers who skipped step one.

However, if an agent views LO as a lead source, disappointment lies ahead.

Let me now address YOUR question.
It begins with defining your business. If you are working the 1st time buyer market, you should be aware FHA is the preferred/only option.

Call, walk, knock or lay ambush for the LO who is beating the bushes for a rainmaker real estate agent. THEY WILL COME.

So you ask them;

"How may FHA backed loans have you completed in 2016?"

"DO you have sources that will finance land lease condos?"

"Describe is your preferred client?"

These questions take the measure of the LO. But you must understand the purpose of the question and realize the dimensions of the response. For example, question two, is an integrity test.

Finally, you MUST have no less than three lenders who can be held accountable and have predetermined specialties such as FHA, Non-conforming and portfolio lending. You can not know when the LO will go goofy and you'll will need to activate Plan B.

Love your blog title.

Jan 22, 2017 06:48 AM
Rainmaker
2,068,040
Tony and Suzanne Marriott, Associate Brokers
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ

Candice A. Donofrio nailed this one!

Jan 22, 2017 03:59 AM
Rainmaker
2,938,385
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

I don't.  I have watched my clients work with lenders and the ones that do a good job for them will hear from future clients that still need a lender

Jan 21, 2017 07:01 PM
Rainmaker
2,061,571
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of Manchester NH's Leading Agents

The problem is that all loan officer do not always reciprocate with sending buyers to agents. Most often the loan officers come to me, i can get a lunch meeting and tell them what i want, what i need and what can work for both of us. Some will, some wont but it helps build relationships

Jan 21, 2017 04:29 PM
Rainmaker
2,049,220
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

With a direct question: What can you do and how fast can you do it

Jan 21, 2017 01:50 PM
Rainer
23,296
Dave Skow
Eagle Home Mortgage - Seattle, WA
Dave Skow

Kareem -  best advice is to  email them  with any ideas / questions and then follow up  with a call  a dauy or two later

Feb 22, 2017 01:28 PM
Rainmaker
76,599
Christina Hayes
Everlasting Credit Repair - Morristown, TN
Credit Repair Expert

When I brokered loans, I would get calls and emails from Realtors all the time wanting to exchange referrals.  I ended up using a handful; who actually took the time to come meet me.  Plus remember this is a money making business. When you get a referral and close, are you compensating the loan originator/broker? Legally, of course. Gift cards, etc...

Jan 23, 2017 09:35 AM
Rainer
29,231
Joe D'Agostino
NMLS# 729950 - Manahawkin, NJ
Mortgage Officer 46 years!

Hi Kareem:

                   With 46 years in the Mortgage Business, a good Loan Officer would try and reach out to YOU! As for getting business......I NEVER give business to a Realtor, for I would loose all my other Realtors. Imagine if the word got out that Joe DAgostino was sending business to a Realtor? Do you think the other Realtors would send me business? I never have or will do that. I must remain neutral,and service all my buyers and Realtors equally. If I need to send a Realtor business in order to get business....I don't want to deal with them. After 46 years I am still very busy.

 

Jan 23, 2017 09:13 AM
Ambassador
2,129,829
Debbie Laity
Cedaredge Land Company - Cedaredge, CO
Your Real Estate Resource for Delta County, CO

They approach me. 

Jan 22, 2017 09:10 PM
Rainmaker
557,473
Jennifer Mackay
Keller Williams Success Realty - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

For what purpose and I "approaching" them.. are they dangerous?

Jan 22, 2017 12:28 PM
Rainmaker
808,994
Les & Sarah Oswald
Eastvale Team Realty & Property Mgmt - Eastvale, CA
Broker, Realtor and Investor

Typically they approach me at my OH. Why don't you just call some of the top producers in your area and ask for lender referrals? Then call them and introduce yourself.

Jan 22, 2017 11:19 AM
Rainmaker
3,709,047
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

I use experienced and trusted mortgage loan officers.

Jan 22, 2017 07:46 AM
Rainmaker
3,423,522
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Typically through the front door.

Jan 22, 2017 06:55 AM
Rainer
81,355
Bob Betel
Allstar Home Mortgage, Inc. - Northfield, IL
President, Allstar Home Mortgage, Inc

In a perfect world, a buyer who is looking to purchase, would contact a lender first to get pre-approved before looking . However, that's not the way it works. They look for a house, call and agent for help, then the agent says"Are you pre-approved?" They say no, and the agent gives out some names of lenders who they contact. Therefore, since lenders are not the first contact, it's hard for lenders to get referrals to give the agents. It's not like we don't want to, it just that we don't get them. I've read that many agents are badmouthing lenders and underwriters, which needs to stop. Remember, without them, you don't have a deal and don't get paid. Don't bite the hand that feeds you. Yes, I know you feed us also, but you will never hear me saying anything bad about agents. (We just think it🙀

Jan 22, 2017 06:42 AM
Ambassador
890,333
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

Not sure what your meaning is on an approach other than competence and service.

Jan 22, 2017 06:40 AM
Ambassador
1,409,240
Harry F. D'Elia
Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

with caution

Jan 22, 2017 06:18 AM
Rainmaker
3,326,125
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Others have answered.

Jan 22, 2017 04:46 AM
Rainmaker
872,892
Kat Palmiotti
Better Homes & Gardens Rand Realty, Monroe NY Real Estate, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

As with any kind of relationship, it takes time to build trust. As you work with mortgage lenders, you will find the ones you think are professional and do a great job. The real goal is to have good mortgage professionals who will service your buyers well. If they also give you a few leads, that would be great!

Jan 22, 2017 04:19 AM
Rainmaker
1,633,263
Nina Hollander
RE/MAX Executive | Charlotte, NC - Charlotte, NC
Your Charlotte/Waxhaw/Fort Mill Area Realtor

I don't understand your question... when I meet them, I say hello, I shake hands, I am polite. Besides, I have no need to approach... there are plenty who come to me.

Jan 22, 2017 04:07 AM
Rainmaker
104,041
Diana White-Pettis
Exit Bennett Realty - Upper Marlboro, MD
GRI, CDPE, CNE, Upper Marlboro Homes for Sale

Give them a call and/or start building relationships with them through networking events. 

Jan 21, 2017 09:13 PM
Ambassador
816,515
Frank Rubi
Frank Rubi Real Estate, LLC - Metairie, LA
FrankRubiRealEstate.com

Be careful as express here. If you do make contact ask the type of clients they service. 

Jan 21, 2017 01:57 PM