I agree – it’s all about what you can offer the agents. I’m a big believer in the BNI philosophy of ‘Giver’s Gain’ and practice that every day. It has opened so many doors for me and partners love to be approached with an outstretched hand with an offering instead of hand out looking for something to put in it.

I too am trying to up my social media game and I’ve already gotten a lot of interest from agents looking to share in the minor succes I’ve seen so far. With very little efffort I’ve already landed quite a few leads and a couple of actual closed loans.

Some new endeavors that I am working on with a few folks should yield some really fantastic results and some great offerings to help my partners.

Thanks for the feedback and the insight!

Fantastic article! I couldn’t agree more with you. The Listing Agent is an integral part of my business just as much as I am to theirs. #3 in your article hit the nail on the head. Showing a sincere interest in growing your referral partner’s business means so much to the RIGHT people. Provide solutions to their problems, provide insight, provide your services on a continual basis = mucho business. Here’s one for you – I approached the top listing agent at a local real estate office regarding a client of mine that was interested in working with them. I had a brief conversation with the agent that ended with an exchange of phone numbers and my clients info. The client didnt pan out for either of us, but yet 2 months later that LISTING agent contacted me asking how WE could do business together. Instead of approaching it as “I give the best rates, a 7 day turn around, blah, blah, blah” I asked these questions at our first meeting instead “What is your single biggest challenge gaining new clients today” and “What is your single biggest challenge staying in ‘touch’ with your clients?” Their answer – “the Internet and Social Media”.

They, like so many other people in our industry, have challenges with the pace of the social media world. They have been given the tools but don’t know which direction to take once they have them. 9 out of 10 consumers go to the Internet for a real estate solution. This particular agent knew that and wanted a bigger piece of that pie, but had no idea which road to take. At our next meeting, I reached out my hand and pulled them in, providing a solution to their biggest challenge by giving them a road map to success using Social Media and Blogging. No one had ever approached them like this. Caring about their business and development first before engaging in a loan transaction

That doesn’t mean that the next LO reading this will have that same capability, but why not ask those types of questions like I did at your next meeting with a potential partner. Providing a solution to one’s biggest challenge will ensure a long lasting relationship with the RIGHT people.

Good stuff Jason!

We actually closed the one loan today – 10 days total (including the Christmas holiday!). Both sets of parents were there for the buyers and they were so thankful that their kids were able to buy their first home. I had 2 settlements going at one time as I was doing the loan for the seller’s of that property buying another home. The domino effect was really tremendous and everyone was ecstatic.

A great way to end a year and gear up for a whole new one. I’m super psyched for the MRev – I can’t believe it’s only 11 days away!

Thanks again for the kind words. I’m sure I will have more tales to tell over the next year – I think these types of transactions are going to grow exponentially!

A Happy, Healthy and Prosperous New Year!

Jason

You don’t really need me to tell you how much you nailed it. Courting the listing agent is an activity 99% of originators don’t have the confidence to tackle. Mainly, because they don’t have the proper mindset and value proposition to deliver.

This is one of the tenets of Greg Frost’s marketing approach. He is the master.

I’m psyched to see you at MRev because this is precisely the type of thinking…. and ACTION… people are going to get in Atlanta 11 days from now. Just a superb article.

I wish you’d seen more comments. I think it’s just the timing (holidays). I’d like to also get this up onto Lenderama for you. It’s just that awesome. Great job.