When the following post was written, the title asked "Why Do Realtors Trash Marketing From Mortgage Brokers?" Somewhere in the discussion (97 comments at this point in time), our passionate Realtor community here on ActiveRain decided to drop 2 words from the title and engage in a rare tell all.
Those 2 words were "Marketing From".
So the truth is, I didn't write this post. You did, amazing readers. Thank you for your brilliance and your continued willingness to openly share ideas on these posts that you might NEVER say out loud to a mortgage person who wants to earn your business.
Almost everyone knows the 3 things Realtors would most like from potential mortgage partners. They are:
- On time closings
- Calls always returned promptly
- Referrals to potential buyers
But there are other things that remain unspoken most of the time. These are the things that taint the Realtor-Mortgage Broker relationship, or at least make the learning curve much higher for mortgage professionals.
These relationships are often like arranged marriages. You learn as you go, and hope to fall in love.
The fact that these things have remained unspoken (until now) means knowing exactly how to establish successful relationships with Realtors has been, well, "challenging" is the word that comes to mind.
Fortunately for our community, the discussion on this post morphed into something much greater than the post itself, with some pretty amazing results.
20 SECRETS REALTORS WISH MORTGAGE BROKERS KNEW:
- Don't pop by my office. It tells me you aren't working on your deals.
- I don't want to feel like I'm your "new source of leads".
- Don't ditch me just because you have refi business.
- It is hard for me to trust you because you are a direct reflection on me.
- I need to know you are in this for the long haul.
- My real test for for you is when its game time and you need to perform under pressure.
- It turns me off when I see you are looking out for yourself more than the client.
- I don't want your sales pitch, I don't want your donuts, and I'm pretty sure I don't want your rate sheets, either.
- Dude, if you just discovered FHA, I'm not giving you a loan.
- If your rates are lower than everyone else, I wonder what strings are attached for my buyer.
- Tell me how you will solve the problem without scaring me.
- I DO want a backup mortgage person. I'm just not going to go out looking for you.
- Don't treat my client like a burden, or something you need to endure.
- If you drop off flyers at my office, you should be charged for disposing of them.
- Make it seem painless.
- My biggest fear is that I will need to apologize because I referred you.
- When I am the listing agent, I am watching you in action, and grading your performance.
- If I don't know you, you are not getting my customer's name. It isn't about your marketing, its about our relationship.
- When you explain the loan to me, I am imagining you are explaining it to the client.
- I just might call you sight unseen if I like your blog.
Written by Janet Guilbault, Mortgage Lending Specialist Based Out of the San Francisco Bay Area
Readers and subscribers: My next post, "The Great Hidden Agenda: Why Banks Really Want to Get Rid of Mortgage Brokers" was orginally set to be released today. I will release it tomorrow morning (Friday) instead.
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