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Loan Officers wanna meet 1200 agents this year?

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Mortgage and Lending with and for 1st Time Buyers, Move Up Buyers & Investors 207897nmls# DOC#207897

Loan Officers wanna meet 1200 agents this year? yes I did and I can prove it!


So how does a loan officer bring value and benefit to an agent partner - agents reading this feel free to chime in!

I believe it is about helping agents with their business. By spending time helping them build their pipelines without the old: hands out gimme gimme because I say I have the best loan product and you have to believe me routine.

Loan Officers lets face it our USP (unique selling proposition) was always to hore (you know what I mean) ourselves out there to Realtors® by saying I've got the latest and greatest of loans.

Our USP is not about loans its about relationships, and I don't mean buying the most cocktails you can at the local board mixer or golf game.  

It's about going deep, being trusted in the relationship and proving you are of value. Realtors® don't give it all up on the first date they like to be courted, romanced and feel special.  It our responsibility to court them with results, show them we can do it, don't just tell them what we are going to do!

Romaning a Realtor®

So how do we prove to an agent that we are:

  1. worthy to meet
  2. have something to benefit them
  3. that we can teach them something new and valuable
  4. we can increase their business
  5. and by doing so earn the right to win that new business for ourselves?
Big Questions right? Well here are big answers but are you ready my fellow originators?
 
Learn a new trade - better yet master it.
We only have a couple of loan programs to schlep we need something else to talk about!  
What that should be is...
...whatever is currently topical and can help agents be better at getting clients!
That new trade should be
  • Becoming an IMSD Client
  • Learning how to build the best single property websites for syndication and marketing for your agents
  • Becoming a blogging expert and coach to your agents
  • Becoming a CE instructor
  • Becoming a partner with a local Title company and working with them
  • Learning Facebook
  • Learning Twitter
  • Learning LinkedIn
  • Learning YouTube
  • Learning how to set up IDX feeds
  • Learning Nestablish
And then putting it all together into a CE class for agents to come and listen to you for 3 hours on how to better their business and hopefully yours!
 
I can already hear noodles frying out their so let me break it down for you.  
oh crap you mean I have to learn more than just a 30year fixed?
Yes you will have to cram like you've never crammed for your finals before - you need to get caught up and fast to be relevant in this era of fluid technologies. Let me walk you through each of these statements to get you fully vested in your new career.  
 
Because agents don't have time to be immersed in this stuff they used to pay someone to do their website and marketing but budgets are tight. So showing an agent and teaching them how to fish, spending quality time, not trying to eat the elephant all at once. But by taking small one hour classes each week say for 5-6 weeks and show them the tools above, you will earn their trust, and business.  What say you agents out there? - if your loan officer showed you how to make more money, and stay up to speed on marketing would you give them more business?
LO's remember the Realtor® trusts us with the biggest part of the transaction - the loan - why not give back with the biggest part of their business by helping them get more clients!
 
imsd
JOIN THIS PROGRAM DON'T ARGUE JUST DO IT - This is the only way you will build a foundation for the internet and becoming relevant for your business and that of your agent partners.  It will give you the confidence to start to put on classes and even write a class for the Department of Real Estate (see E2E below they'll do it for you).  I wish I had this 3 years ago when I had to source and learn everything myself. Consider this your schooling. The 1003 as it were!
 
SINGLE PROPERTY WEBSITES;  www.epropertysites.com 
Market domination is achieved with EPS
 
Want to impress an agent by showing them how to syndicate a property, how to get 388,000 unique visitors a day (source compete.com), how to win a listing before the agent shows up for the appointment, how to get buyers if they have non, how to get listings even if they don't have any? How about buyer and seller leads, text campaigns, custom signs etc.etc.  Use this system as your skeleton for everything social and viral. See a single property website (and yes its first spot and second and 4th on Google) EPS helped me create 2900 leads in 12 months for my agents and 432 showing requests - what you got for your agents eh?
 
BLOGGING EXPERT www.ActiveRain.com
Wordpress who nah AR all the way
If you are on AR and aren't using it shame on you.  
What else ya gonna do to get in front of 220,000 Realtors® win American Idol?
AR will help you show an agent how to get a listing on the front page of Google. I just did one in front of an agent took 6 mins before it was number one - home for sale - then you can show the agent how to Blarm (What's that you ask? - remember I like to be courted too ya kno').  If you did that for an agent you will get business.  Then you use ActiveRain as a glossary or compendium with the agent of everything topical to keep them out in front of their clients past present and future. Blogging rules just sayin'
 
e2e
 
This is an incredible system already created for you - and with APPROVED CE Classes in your state already! With marketing materials, a program to work with your vendor partners, every thing you need to teach, engage, educate (see at the end of this blog why this is so important to your success) and put butts in seats.
"How to get approved to teach?" I hear you cry - they do it for you!  So you can teach the most in demand and necessary real estate classes for your agents in your area.  Agents have to get 24 hours every 2 years right? Why not get them from you.
 
Then after class help them more with their business with lunch and learns, and follow ups of all the stuff discussed. Already done for you on the topics mentioned and to follow. Educate don't sell!  Get out of your own way and help your agents build a better business plan with everything E2E has to offer Email for more info
 
 
ARE YOU GETTING EXCITED YET? WE AS ORIGINATORS NOW HAVE A PLAN, A SYSTEM TO GENERATE BUSINESS! -
I put this out there... all the other systems we buy, are made to help us once we get business by sending clients; mortgage updates, arm calculators, emails, letters blah blah blah.  They do nothing to help the source of our business - AGENTS, why do they call them mortgage origination systems pish posh they aren't E2E is! Nothing has helped me more in my 17 year career get me business first then I can send them all the other fluff if I want.
 
LOCAL VENDORS
 
"I'll take, What is a parasitic vs symbiotic relationship for $1000 please Alex?".  Want a packed room with willing and eager agents sitting down and ready to listen to what you have to say.  Then promote your title/escrow company and home warranty companies as much as they promote you.  (I use Eventbrite to promote see example) Don't sit back and expect to waltz into a room filled with people. You have to help them help you.  That's it, it's easy.  They can bring you more business than you can bring them so make sure it is a symbiotic relationship.  Give them time to say words before the class and on breaks.  Hey in some states we even make them instructors so you both can present a topic. I use First American Title they are the best. Want to know how affective E2E and FATCO is email Teresa St John account rep for Scottsdale  see an example of a class she is promoting already for us on May 23rd.
Or check out my Facebook page for testimonials or click here for my awesome testimonials on my website from agents.  Still not convinced check out This Stuff Works on FB
 
Mastering Social Equity
 
Check out my ActiveRain Profile Become a Fan on Facebook Follow me on Twitter Check out my YouTube Video Channel  
Social Media we all know what it is, but you as a loan officer need to help agents who don't.  We need to leverage our social equity - that comes 2 ways:
  1. using you skills and knowledge in the social arenas to help agents interact and be more successful.  
  2. And secondly you need to show them how to interact with their past customers, your future clients - that's called social equity - "thars value in them there likes!"
Facebook - get familiar with Summa Social get a FB page like Mark Taylor, show an agent to get away from old websites and into something like this: Oggie Penev  Oh! bet yah didn't know you can capture buyer leads using FB and even search for buyers looking for your services!
Youtube - get your site up and running to look like mine contact andrea holmes
Twitter get it again looking like this Mark Taylor
LinkedIn get it complete see mine and hooked up using social posting tools like twitterfeed, subscribe to esocialpro 
 
Ready to scream uncle?
bang bang
 
It's okay 2 more and then I will leave you alone - some of you have already stopped reading and are going back to buying donuts and stuffing mail boxes. Me I'm preparing my comedic sections of an awesome class on becoming a HUD Local Listing Broker class for 3 hours of Fair Housing Credits with 36 confirmed attendees - but that's okay I'll have the broker of the office you are about to visit bring those yummy Krispy Kreme donuts to the class in time for the break - Thanks soon to be irrelevant LO.
 
 
idx feeds and custom links
 
This lately has been one of the most powerful presentations I can give to agents to help them utilize their blogs, Facebook Pages, Facebook posts, Tweets and Craigs List marketing all wrapped in a pretty bow thanks to Eproperties.
IDX allows any consumer with the link to get access to your local MLS search information, while allowing the agent to capture lead information after a predetermined usage period by the potential buyer.  It stops buyers in their tracks and gets them to sign up from any media format its included in.  Never before could we ever engage as many people as by using the mediums discussed and then capture information from people wanting to work with you. Check it out for yourself real estate MLS search.  Another great agent tool that few agents truly leverage - now you can show them where and how!
 
Well I saved the easiest and the best as a conversation starter for the last.
 
 
the ultimate lo tool
 
How many of you truly have 100% of your agents business? How many of you are cultivating new business for your agents?  How many of you have every short sale done by all your agent partners within an auto drip system and incubator? Getting their clients excited about buying again?  Do you have a way to work on your agents database to help them get more business?
Better yet are you still printing off approval letters after-hours - even if your available all hours of the day are your agents still frustrated about the -
  1. Need to get hold of Loan Officer
  2. He needs create an approval
  3. I need to recieve it
  4. I need to get it to my buyers
  5. They need print it and sign it - what if they are out of paper or at the lake?
  6. They have got to send it back to beat the other offer holy crap its 12 minutes before cut off
  7. I have to submit it - arrrg.
How about if the agent goes into a portal and prints off a digitally signed by all parties approval matching the offer and emails it with the contract to the listing agent in 2 mins or less.  Who is a hero now?
Yes the system is also smart enough to know if the HOA and Taxes kick the borrower out of approval tolerances and alerts everyone!
 
In my humble opiniion if you do nothing but start with Nestablish the blog will have done its job.  This is the best tool I have ever used to help me connect wiih agents and show them what I can do for them. I have become their fail safe, their personal drip machine, their marketing, their follow up system they know they need but never impliment!
 
Hey Realtors® out there if your loan officer could be working on all your clients, the good, the bad, the ugly and you could see when your clients could buy again, what had been sent, when it had been sent, and when you can put them back in your car. Who would you hire to do your loans? Sorry I'd love to work with all of you across America but I can't! email me helpingoriginators@gmail.com for a free trial account.
 
whoa way to much "UNCLE"
Okay so who feel like they just tried to drink from a fire hydrant of information?  Well grasshoppers its all good, Here is what to do next.
  • Realtors® send your loan officer to me so they can get all these tools for you or forward them this blog so they can get involved. helpingoriginators@gmail.com
  • Loan Officers check out E2E and Nestablish first and everything will fall into place with those systems and we can take everything in baby steps.  You are not alone and there is much support from all the entiites mentioned to ensure that we continue to mentor and develop champion loan originators for our Real Estate Agent community across the nation. helpingoriginators@gmail.com
 
One last point to make: In order for you to do business with anyone you must foster TRUST!  In order for someone to trust you you must Educate, Engage and Entertain - if you don't you can't earn let alone ask for the business.  Hope that helps?
 
Thanks for reading and commenting on my blog: Loan Officers wanna meet 1200 agents this year?
 
 

Comments (6)

Mike Purkey
Thrive Mortgage LLC - Branch NMLS # 1821140 - Wichita, KS

Mark, lots of info in one place.  Thanks for the tips.

Apr 30, 2012 02:26 PM
Mark Taylor Mortgages
and for 1st Time Buyers, Move Up Buyers & Investors - Scottsdale, AZ
602-361-0707 #MarkTaylor #Awesomerates NMLS#207897

you are welcome reach out if you have q's

Apr 30, 2012 02:35 PM
Juli Vosmik
Dominion Fine Properties - Scottsdale, AZ
Scottsdale/Cave Creek, AZ real estate 480-710-0739

Mark - AWESOME blog, but then you earned my business quite a while back.  Why?  You brought ME ideas, you've shown ME how to do business better, YOU took YOUR time to HELP me.  You didn't ask me for business, you didn't plow me down with"your expertise".  You GAVE me something first.  I'm constantly amazed at loan officers I worked with in the past asking me for business.  I say, I'll be glad to give you business if you give me some referrals.  Their answers are always along the lines of, Oh, I have so many other agents I already work with I'd have to give them my referrals to remain loyal.  Okay, so you want me to change MY loyalty?  Don't get it!!!

May 02, 2012 05:24 AM
Eileen Hebert
Bank of the Pacific - Anacortes, WA

Mark,

Great Ideas!  You have built value for your Realtors that very few originators have ever thought of!

Good job.

Eileen

Jun 13, 2012 12:28 AM
Arthur Thompson
Gold Financial Services, a division of Amcap Mortgage, Ltd., - Dallas, TX

Wow Mark this is great! I will try everything listed. It's time for a change. We must give to receive.

Aug 29, 2012 03:22 PM
Anonymous
Sally Hepworth

Amazing post Mark.   I am so thankful to have you teaching me how to develop my mortgage busines and teaching my agent partners how to grow theirs.  One step at a time and I will do it all.

May 04, 2013 04:39 AM
#6