What do you want?

As part of my business plan for 2008, I have decided that I need to be a more active role in the development of the agents I work with. However, I am not an agent and have never been an agent. Since I do not sell real estate on a daily basis, I would love to hear from those of you that do...

What do you want?

How can I as a mortgage professional help you increase business?

What information can I provide you that would be useful?

How can I help make your business more efficient?

How can I help you succeed in 2008?


Let's face it. 2007 was not a banner year for most. We all felt a blow of some sort. How can I help you take 2008 beyond that of 2007 and help you more than make up for 2007?

This is a serious post and a serious request. Tell me what I as a mortgage professional can do to help you succeed. Anything that is not illegal will be considered....



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Charlie Ragonesi
AllMountainRealty.com - Big Canoe, GA
Homes - Big Canoe, Jasper, North Georgia Pros
The number one thing as far as i am concerned is generating leads. I believe that a combination of providing agents with lead generating ideas, like the phone number to call that can be placed on a sign to tell prospects to call for information for example is what agents need. Additionally you might insure your web site is optimized so you can have a lead program for agents. You should also pass along lead generating tips. . As you can see what I am assuming is your agents can sell . But without anybody to sell to ....
Dec 26, 2007 12:08 AM #1
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

Hi Ed!  I have bookmark-ed your post as I need to have my answers prepared for our meeting!  I think it is commendable that you CARE enough to ask and have actually put thought into that which agents who refer to you, truly need in this business. 

I hope you had a wonderful Christmas and look forward to meeting you soon!

Debe in Charlotte, NC

Dec 26, 2007 12:12 AM #2
Brad Snyder
Sierra Vista Realty - Sierra Vista, AZ
Thanks for the great post. I believe it is so important to set critical new year goals before the new year starts. Great job!
Dec 26, 2007 12:18 AM #3
Charlotte Home Loans Your Charlotte Mortgage Lender
Charlotte, NC

Charlie: Thank you. Actively seeking referrals that I can reciprocate with agents I work with is definitely been a key to my business model. I have never thought that should be one way. Realistically, agents will talk to more people just getting started buying a home than I will, but I do pursue that first shot as much as possible.

Debe: I am looking forward to meeting you as well. I do CARE about the agents I work with and their success. I truly believe that if I can help them achieve their goals, they will want to help me achieve mine as well. Win - Win.

Brad: If I let myself, I could have more goals than methods to achieve them! LOL

Dec 26, 2007 12:29 AM #4
* Rate A Home
Rate A Home - Saugatuck, MI
Ed, Charlie took the words right out of my mouth on leads. If you don't have a lead generator (such as a wish list) on your web site to capture leads not only for yourself, but that you can share with your clients, you may want to give it some thought. Plus it helps your buyer client to determine their needs. Good post in asking the question.
Dec 26, 2007 12:37 AM #5
Gregory Maley
Sold Buy the Sea Realty & R.E.N.T. - Wilmington, NC
I often feel like the relationship is quite one-sided.  I have never received a lead from any of my lenders.  
Dec 26, 2007 12:39 AM #6
John MacArthur
Century 21 Redwood - Washington, DC
Licensed Maryland/DC Realtor, Metro DC Homes

Ed - I think the most important thing you can do as a lender is return to the basics. You should not be a source of leads. Your role in the transaction is to validate the buyer's ability to purchase a home. I think it would be important to offer "how to quickly assess your buyers" information to any agent that asks. The good agents will gladly seek out this information. Older agents will remember that we used to do this before we referred anyone to a lender. Make sure your agents know the basic requirements for FHA, VA and 80/20 conforming loans (soon to be 70/30).

Make sure you schedule your availability for conversations over the phone with potential buyers during the time the buyers are looking at homes (i.e. evenings and weekends). Once you have a schedule, stick to it and always answer the pnone during the scheduled time.

Keep information flowing back to any referring agent about your progress with their client. Always bcc them on email and call them to go over pertinent conversations. It is very important that agents are aware of what is going on. Credibility is lost when it appears you are out of the loop.

Tell the truth. If a referral can't buy a toaster, tell the agent. If work needs to be done to improve the credit scores, tell the agent. We work much better with an accurate picture of the situation.

Work in your market to brand yourself. It will help with your ability to attract borrowers but it will also improve your status as someone agents will refer others.

Don't worry about gifts, guaranteed leads or other incentives. If you do your job, the good agents will gladly seek you out. If your providing leads is the lithmus test, the agents are seeking a silver bullet and not a lender.

Dec 26, 2007 12:58 AM #7
Terry & Bonnie Westbrook
Westbrook Realty Broker-Owner - Grand Rapids, MI
Westbrook Realty - Grand Rapids Forest Hills MI Re
I need mortgage people to do what they say they will do and keep me informed on the process. I seems simple but I appreciate the mortgage professionals I work with after I get in the middle of a transaction with one that can not do a few simple things and then makes it difficult for me the buyer and my clients.
Dec 26, 2007 01:12 AM #8
Eleanor Thorne
Equity Resources - Cary, NC
Equity Resources 919-649-5058
Many agents are asking for co- advertising dollars... which I assume create more leads.  Interesting post!
Dec 26, 2007 02:08 AM #9
Charlotte Home Loans Your Charlotte Mortgage Lender
Charlotte, NC

Gregory: Many of my agents have recieved at least one referral from me. My goal is to be so visible that people seek me out for information and that hopefully I can get buyers (or sellers) without an agent to refer.

John: You are right! I have been attacking the basics and am finding that by staying true to what I do best, agents are looking FOR me and not running away. But I do want to be more than just a "basic" loan officer and really want to help my agents succeed.

Terry: Thank you for the feedback. Communication is important and I am working on improving my own processes to ensure this is at its best for my agents. Do you know of any good systems that can help automate this more?

Eleanor: As part of my 2008 plan I am also looking to set aside money for co-marketing. Of course, this will be spent with the agents I really feel want to foster a working partnership!

Dec 26, 2007 02:16 AM #10
Charlotte Home Loans Your Charlotte Mortgage Lender
Charlotte, NC
Would love to hear more....
Dec 26, 2007 12:26 PM #11
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