Meeting Realtors multiple times secures relationships

Your mortgage company marketing for meeting Realtors, not once but multiple times, will decide how deep you can build relationships. You see, when it comes to real estate agents, you're in the relationship business.

The best relationships develop from getting to know each other, establishing trust, and discovering opportunities that help build each other's business. But too often loan officers give away too much information during their first meeting - making it more difficult for a real estate agent to want a second or third meeting.

If this describes your short-lived experiences meeting with Realtors, learn how to parlay your first meeting into multiples. Start by following these 3 steps in your Mortgage Company Marketing:

1) Don't Be Interesting

Getting the first meeting with a Realtor shouldn't be your major struggle. It's the second and third meeting - the ones that help anchor the relationship. But your second and third meetings with the same agent hinge on your first one.

The fifth habit in Dr. Stephen Covey's bestseller, "7 Habits of Highly Effective People," tells us to seek understanding. The last meeting you held with an agent - who asked the most questions, you or the Realtor?

Being interesting means you're trying to impress the agent, "wowing" him or her with your offerings. Seeking to understand means to be interested. Your first meeting should be spent asking questions and listening. You have nothing to offer until you comprehend the agent's goals and potential obstacles standing in their way.

2) When Meeting Realtors Don't Give It Away

The more you focus on developing the habit of seeking to understand, the less time you'll spend in your first meeting discussing the least important subject - you.

When you meet a real estate agent for the first time, they don't care about you. That's not being derogatory; instead it's good news, because if you feel pressure to impress an agent, you're making another critical mortgage company marketing mistake - telling your whole story.

It's the biggest reason why it's difficult getting to a second or third meeting. If you include in your presentation every aspect of your service and reason for doing business together, you've left nothing for follow up. It's the same reason why many movie sequels do so poorly at the box office. The first episode gave away the whole story, leaving the second one uninspired.

3) Plan Your Sequel Beforehand

However, there have been some wildly successful movies that included sequels, like the Star Wars trilogy and Harry Potter. The key to their success is that the sequels were planned and written before being filmed.

Before meeting Realtors the first time, plan your mortgage company marketing for how you'll get to your second and third meetings. For example, Toni, an experienced loan officer, planned her questions, like an interview, for the first meeting with Dora, a ReMax agent. Part of the strategy called for Dora to discuss her goals and potential obstacles that could stand in her way. Implicating the obstacles led Dora to discuss the root of her problem; missing sales because of being disorganized. From here, Toni was able to coordinate the next meeting before the first one concluded.

As a student of my popular self study course, Become an Agent Magnet, Toni positioned her service different from competitors. Toni knows that promoting her ability to close loans only compares her to competitors. Instead, she uses mortgage comopany marketing that helps Realtors understand how she is different. Dora found out Toni could help improve her marketing and increase sales.

Dora was tickled to learn about Toni's expertise and wanted her help. After Dora shared her problem about being disorganized Toni was able to parlay the meeting into another one. Their relationship blossomed quickly. Within weeks of their first meeting, Dora referred clients and even other agents.

Building relationships with Realtors doesn't need to be difficult, especially when you learn the same fundamental mortgage company marketing as Toni. Parlaying a single meeting with an agent into multiple becomes a cinch and when you build your mortgage company marketing using the 4 P's I teach for Becoming an Agent Magnet. Read how my program can help you with the First Encounter