The 5-step fix for Realtor relationships that actually work

A few weeks ago, I had you take the Realtor Partnership Test.

Five questions to determine whether your Realtor relationships are actual partnerships or just transactional acquaintances.

If you're like most Loan Officers who took it, you probably realized:

You have a lot of acquaintances… and very few true partners.

The good news?

That's fixable.

And it doesn't require some complicated strategy or expensive marketing campaign.

It just requires you to show up differently.

So today, I'm giving you the exact 5-step framework to turn those acquaintances into the kind of partners who refer you first, defend you when deals get tough, and actually answer your calls at 7 PM on a Friday.

Here's how:

STEP 1: STOP ACTING LIKE A VENDOR

Vendors show up when they need something.

Partners show up when the OTHER person needs something.

This week, reach out to 3 Realtors you want to deepen relationships with.

Don't ask for business.

Ask: "It’s really important for me to understand what’s important for you. What’s one thing you’d like me to improve on in our relationship?

Listen actively.

Mirror back what you heard.

Commit to improving.

STEP 2: ADD VALUE OUTSIDE OF TRANSACTIONS

Send them:

• A helpful article about the market
• An introduction to a great Financial Advisor referral partner.
• A quick video breaking down a new loan program that their buyers might benefit from

Real partners make each other better, not just busier.

Step 3: Invest in FaceTime

You can't build a true partnership over text.

Invite them to:

• Grab lunch (you pay, always)
• Tour new construction together
• Attend a local market event

The goal isn't to "pitch" yourself.

It's to become a human being that they actually like spending time with.

STEP 4: BECOME REFERABLE TO THEIR BUYERS

Here's a secret:

Realtors don't just refer you because you're good at loans.

They refer you because you make THEM look good.

Ask them this next time:

“Hey, have I ever shared with you what I say (or plan to say) about you at the onset of my consultations with your buyers?

“I like to ask how they know you and then I share with them why you are one of the best…”

Your referral partners must understand how you exalt them to THEIR referrals.

STEP 5: ASK FOR COMPETITIVE ANALYSIS

Most of your Realtor partners are for sure talking to or working with OTHER lenders.

And that is okay.

It’s your job to understand what others are doing well.

“Hey, I am not naive enough to think you do not have other lender partners…what are some things you have been impressed with by other lenders, specifically?”

This is the move that separates amateurs from pros.

Become MORE intentional on your live phone calls with your Realtor partners, and you’ll be surprised how much more you’ll win.

GO!

Whenever you’re ready, here’s how I can help you!

1. Book a call to speak with one of our advisors about joining the Growth Only Community.
2. Join our Facebook group for Top Producing Modern Loan Officers.
3. Connect with me on social.