A secret weapon in marketing...

By
Mortgage and Lending with Dan Dowling - United Mortgage Capital Corp.

 

This is pure gold. Most of us fail miserably at this one little secret, but once learned it can be one of the most powerful weapons in your arsenal.

You competitors aren't doing it because they think it's a waste of time...and this is exactly why it works.

Regardless of what profession you're in: real estate, law, title, mortgages, accounting, you have vendors in your business. In my case, as a mortgage broker, there are real estate agents, title companies, appraiser, other mortgage loan officers, lender account executives, etc.

Here's the secret:

Put them in your database and market to them. But keep one thing in mind. Don't dismiss this as too obvious. I get business from every one of my "vendors" and I do a large number of loans for other mortgage professionals!

Why? Nobody else takes the time. But, for various reasons, these people need what I do. And my competitors don't pay attention to them. Now, once you become the trusted source for folks in your industry and all of the ancillary services surrounding it, you have a steady, reliable stream of loyal clients.

I hope this helps you grow your business.

Now go help someone!

Dan Dowling

P.S. For this to work you really have to be something that your competitors are not. So think about the value you bring and the advice you provide, and then just do it!

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Rainmaker
312,390
John Occhi
Mason Real Estate - Temecula, CA
SRES,CPRES.ePRO - Temecula-Murrieta CA Real Estate

Good advise - you are right the vendors are often overlooked... I am now working with my termite guy on an investment property because no one else ever took the time to show him anything but pre-construction...and I can't make any money there, now can I?

Now have a blessed day,

John Occhi, Hemet CA REALTOR®
Mission Grove Realty

Aug 29, 2007 03:29 AM #1
Rainer
41,968
John Klassen
M & T Bank - Kingston, NY

Good point on the vendors. I mail to some but not all.

Thanks

Aug 29, 2007 03:37 AM #2
Rainer
29,907
Ronnie Bredahl
Austin Referral Realty - Austin, TX

Good post.  I agree with you.  Most real estate professionals "assume" other professionals and vendors in the industry already have people they are working with. 

Thanks!  I might have to try this out and make a few phone calls!

Aug 29, 2007 03:40 AM #3
Rainer
155,671
R. B. "Bob" Mitchell - Loan Officer Raleigh/Durham
Bank of England (NMLS#418481) - Raleigh, NC
Bob Mitchell (NMLS#1046286)

Great post!  Thanks for reminding me!

 

Bob Mitchell

ValueList Real Estate Services, Inc. 

Aug 29, 2007 03:40 AM #4
Rainmaker
405,566
Simon Conway
Orlando Area Real Estate Services - Orlando, FL
Yep! I can confirm that this works!
Aug 29, 2007 03:42 AM #5
Rainer
144,509
Gary J. Rocks
Juba Team Realty - Jefferson Township, NJ

Dan

This is not an old secret but, your right a lot of people dismiss the idea especially with mortgage reps and attorneys. People think that those professions will not give up their business contacts in fear of what others would say.

Aug 29, 2007 03:56 AM #6
Rainer
71,885
Larry Wright
nwRealty.Com - Tacoma, WA
Good post Dan ... I do something similar but I'm keeping it as "my little secret".
Aug 29, 2007 03:58 AM #7
Rainer
26,158
Alan Mills - Creating Closer Communication
ACN - Spokane, WA
Diligence, honesty and delivery. Consistent reliability and dedication. These are the traits that very few people in the RE world (lenders or agents) demonstrate. When returning a call makes you different it is easy to make a good living.
Aug 29, 2007 04:15 AM #8
Rainer
22,190
Dan Dowling
Dan Dowling - United Mortgage Capital Corp. - Altamonte Springs, FL
Oh come on Larry. This is in the spirit of sharing. If we all keep our "little secrets" it shuts down what active rain is all about.
Aug 29, 2007 04:15 AM #9
Rainer
96,751
New Jersey Real Estate James Boyer Morris, Essex & Union County NJ Realtor
RE/MAX Properties Unlimited, Real Estate - Morristown, NJ

Great advice!!

I think for many consumers it is more about regularly paying attention to them.  Be that with a mailing, a phone call, a visit, ....

 

James Boyer

Keller Williams Realtors

Aug 29, 2007 08:42 AM #10
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Rainer
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Dan Dowling

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