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Do Loan Originators Consistently Market To Agents?

By
Commercial Real Estate Agent with Matthews Capital Markets NMLS 2415712

handIf 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)

 

Comments (1)

Brian Brady
Matthews Capital Markets - Tampa, FL
858-699-4590

Please comment here (opens in a new window)

Jun 07, 2009 07:59 AM