Chris Mamone, Senior Loan Officer (Keller Mortgage)

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Rainmaker
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Debbie Gartner
The Flooring Girl - White Plains, NY
The Flooring Girl & Blog Stylist -Dynamo Marketers

The best thing you can do (which may be challenging) is to send them business to them.  As others have said, most are already working w/ a lender/several lenders, so why should they switch and/or risk it.

Also, another approach is to target the entrypoint...new agents who are not yet working w/ a lender.  Of course, it may be while before some of them have a client for you and a bunch of them may not make it.  But, they are the ones least likely to be committed to someone else.

Also...focus on the agents that have more buyers (as opposed to listings).

Mar 25, 2015 05:42 AM
Ambassador
920,790
John Meussner
Mason-McDuffie Mortgage, Conventional Loans, Jumbo Loans, FHA, 203(k), USDA, VA, - Walnut Creek, CA
#MortgageMadeEasy Walnut Creek, CA 484-680-4852

Chris - a large portion of my business comes from working with Realtors.  I've learned a lot about what works, and what doesn't.  I think the #1 piece of advice I give other LO's that want to do more purchase business is to prepare BEFORE you try to establish a new relationship - you need to find a way to bring value to their business.  If you can do that, along with getting loans closed and closed on time, and be on top when it comes to commuinication - the referrals will come in naturally on their own.

 

Feel free to give me a call if you ever want some pointers or things I've been successful at doing.

Mar 25, 2015 09:24 AM
Rainmaker
452,594
JoAnn Moore
The Mortgage Market of Delaware - Georgetown, DE
Home Loans in Delaware

Write some articles for a local newspaper. Offer to help host open houses. With that you could mail invitations to the surrounding areas, help put up lots of signs and print up some loan program/payment sheets.   

Mar 25, 2015 06:05 AM
Rainmaker
815,975
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

 This is a challenge that you must, just like every REALTOR with whom you communicate, had to resolve. Good service, superior communications are not extras you provide but are simply MANDATORY. What do you have that distinguishes you from the 100's of others clamoring for a REALTOR's attention?

Before you head off on some tangent, let me help you by asking you another question, "What is the greatest concern of an agent that you can solve?"

This is exactly the same as everyone else's,

THE ASSURANCE OF CLOSING!


We know when that file goes to underwriting, it is beyond your control and at that time, your great service could be rendered a smoldering heap of disappointment for the the buyer, seller, seller agent, buyers agent, two real estate brokers, title company, and a hidden host of players.

What I want to hear from you is "The back up plan?" Now you have my attention.

To interrupt my process and get next in line, bring me a lead. Now you have my undivided attention.

Then we can chat about non-disclosure, collaborative marketing, lead generation.  Perhaps, at that time you would volunteer to publish the 6 open house goals manual or finance the development of the CIS Score web portal. Now you have my loyalty and advocacy.

But first, I need some assurance that when the underwriter goes goofy, you have a plan B.

Now, when you go to those broker opens on Thursdays, the pitch sessions on Tuesday or the drop in on Sunday, you actually have something to say. And if we have a joint venture, you will have a LOT to say that will be of benefit to every agents #2 concern, after the assurance of closing...lead generation.

 

Mar 25, 2015 05:20 AM
Rainmaker
379,188
Jill Murty, Realtor - Orange County, CA
Sunset Properties, Powered by Movoto - Laguna Niguel, CA

What are you doing besides asking Realtors to send business to you?  

There's no reason to take business away from a lender who is performing and give it to someone else, no matter how great they may be.

Do you have extensive knowledge of first time buyer programs?  Most lenders don't know or don't want to know about those programs.  Being the "go to" is one way to set yourself apart.

Lenders constantly hit Realtors up for business.  You have to be able to offer something greater than a request for business.  

The point is to provide added value to the Realtor's clients to draw the Realtors to you. 

Mar 25, 2015 05:15 AM
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Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Just keep on keeping in contact, be patient, agents and their clients can often be this way.

Jan 09, 2020 06:02 PM
Rainmaker
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Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Just keep at it.

Jul 08, 2018 06:21 AM
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Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Give something - before you expect anything.

Apr 03, 2018 10:44 PM
Rainmaker
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Ajay Pandya
e-Merge Real Estate - Columbus, OH
Realtor Ajay Pandya

Give and you shall receive.

Mar 18, 2018 09:15 AM
Rainmaker
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Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Inna

 

Aug 05, 2017 04:07 AM
Rainmaker
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Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • Green • GRI • HAFA • PSC Calabasas CA

Be yourself and be honest. I can not stand those people who talk too much, give many promises and never walk the talk/bluff.

Mar 25, 2015 05:24 PM
Rainmaker
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Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

Try inviting them out for coffee.  Sometimes you just have to wait.  It will all fall into place as they work with you on different transactions.

Mar 25, 2015 02:08 PM
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Russ Ravary ~ Metro Detroit Realtor call (248) 310-6239
Real Estate One - Commerce, MI
Michigan homes for sale ~ yesmyrealtor@gmail.com

Chris, you have to keep in their face and provide them something they need.  We all have good lenders already

Mar 25, 2015 11:11 AM
Rainmaker
634,116
Kathleen Luiten
Resort and Second-Home Specialist - Princeville, HI
Kauai Luxury Ocean Home Sales

Other responders have already given you some good advice. I'd add that asking agents what would make them likely to recommend you is a good approach, especially with agents who seem to have a good opinion of you. I recommended a client to a "new-to-me" LO because I told him I needed loans for a condo-hotel that few lenders would accept. He found a source and he is my go-to lender now.

Mar 25, 2015 10:35 AM
Rainer
105,937
Chris Mamone
Keller Mortgage - Tacoma, WA
Senior Loan Officer

Thank you for the advice AR followers! I really appreciate your feedback, ideas, and suggestions! I have gained a lot of knowledge and methods from AR and its because of great people like you!

Thank you for being a part of something great!

Mar 25, 2015 08:37 AM
Rainer
10,802
Joshua Clemons
Crescent City, CA
Ming Tree Real Estate

My best advice to you is be there for them when a lender drops the ball(they all do on occasion) it's okay to be second in mind in this industry. I lost track ofhow many sellers and buyers I have spoken with who were already working with another agent. As ethics would dictate I simply tell them "That's great! (name of other agent) is really good. Would you do me a favor and Keep me in mind if that relationship doesn't work out?" inevitably people drop the ball or lose touch or relationships change. Be there for them when that happens.

It is a tough business to get into when you don't have a sphere and I know this will frustrate you to no end and my answer is "GET ONE" anyway which way you can.

 

Mar 25, 2015 08:13 AM
Rainmaker
341,889
Cindy Davis
SD Home Source Realty - San Diego, CA

Don't call experienced agent with your hand out. Why would you expect them to refer you business?  Your first business has to come from you. I got my first deal when I was driving around a neigbhorhood I noticed a 'for sale by owner' sign. I stopped and went into talk to the owners. It ended up being my first listing and sale.

Mar 25, 2015 07:39 AM
Rainmaker
3,985,569
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

Be yourself and be on time.  don't be the know it all.

Mar 25, 2015 06:40 AM
Rainmaker
175,414
Spirit Messingham
Tierra Antigua Realty - Tucson, AZ
Third Generation Full-Time Realtor® 520 471-6900

And if you are not a Realtor, stay in front of them, many times they reach out to the person they last spoke to if you were a lender for example.   Stay in touch, use CRM for contacts and continue to start and maintain relationships.  The business will come.

 

Spirit

Mar 25, 2015 06:07 AM
Rainmaker
175,414
Spirit Messingham
Tierra Antigua Realty - Tucson, AZ
Third Generation Full-Time Realtor® 520 471-6900

Be helpful and curtious, I have found by providing real feedback (not just what they want to hear) for example when agents follow up with me after showings.  In short, treat others how you want to be treated.   Course, in the same token just because an agent may be short or rude to me, I dont carry it on to the next one I speak with.   With 8 years in the industry I have learned many good lessons, still learning.  Having a good relationship with the other agent can really help a transaction run smoothly.  Best of luck in your career, the fact that you care enough to ask, and that you care is a good sign.

Spirit

Mar 25, 2015 06:06 AM