The Realtor Partnership Test (Are You Passing?)

Pop quiz:

How many of your Realtor partners are you actually in a real relationship with?

Go ahead.

Count them.

If that number is less than 5, investing 5 minutes reading this LO Launch Letter will help you significantly.

Because here's a brutal truth about this business:

Most Loan Officers don't have Realtor PARTNERS.

They have Realtor ACQUAINTANCES who occasionally throw them a bone.

And there's a massive difference.

Let me show you what I mean.

I call this the Realtor Partnership Test.

Answer these 5 questions honestly:

1. Do they proactively introduce you to their buyers BEFORE the buyers start house hunting?

If the first time you hear about a buyer is when they're already writing an offer, you're not a partner.

You're a vendor.

Real partners get introduced at the buyer consultation stage.

You know this because you have some that do this.

Plus, it’s the RIGHT thing the Realtor should do for the sake of the homebuyers’ experience (especially first timers!)

2. Do they call/text you when they have a question about financing… even when there's no deal involved?

If they only reach out when they need a preapproval letter, that's transactional.

Real partners ask: "Hey, quick question about PMI for a scenario I'm working on…"

If you are NOT getting these types of soft prequalification questions, it’s a problem.

Say this to everyone of your Realtor contacts, regardless of the level of relationship you’re in (not referring yet, actively referring, etc.):

“Hey, I want you to know that I’m an extension of your team, so I am here to be a resource for you on any general mortgage questions. Please call or text me when you have lending scenarios, even if I am not the lender.”

That’s how you get “sticky” with them.

3. Have you connected with them on a personal level?

If your relationship exists only in email and the occasional coffee, it's surface-level.

Real partners know personal facts about one another, like each other's spouses' names, kids’ names, and what they're stressed about outside of real estate.

If you connect with people personally, they’ll commit to you professionally.

This is ultimate rapport building and takes time…and tacos:

I love tacos (and tequila).

Before I started making content for Loan Officers every day on Instagram (@amirsyed), I primarily did so for Realtors and homebuyers/homeowners.

In 2019, one of my top Realtors and I had a standing tradition:

Taco Tuesdays.

First Tuesday of every month.

Different Chicago taqueria every time.

It started because he saw me ranking tacos on my Instagram stories.

He DM’d me, “Dude, I love tacos too, you have to try this spot!”

I wrote back: “How about we go together next Tuesday?”

We connected on many levels personally through great conversation and barely talked about the typical Realtor/Lender stuff the first couple times.

Just tacos and getting to know one another.

We started to share our taco experiences together on IG, and guess what happened?

These Taco Tuesdays turned into a Taco Fiesta.

He had a loyal following of other Chicago Realtors who also loved tacos (I mean, let’s be honest: who doesn’t love tacos, especially in Chicago), and we would have 10+ Realtors at each one every month!

I made relationships with all of them and eventually closed MANY deals.

Yep, those Taco Tuesdays made me mucho dinero, because I connected with a new Agent on something personal.

(You just got two lessons in one through all that: the power of social media and the power of rapport)

Go have higher-quality personal conversations with your Realtor partners.

4. Do they refer you to OTHER Realtors?

When a Realtor refers you to a buyer, it’s amazing.

But you know you’ve really cemented the relationship when they refer you to other Realtors.

Now that’s a REAL relationship.

Ask this to a few of your strong Realtor relationships:

“Hey [Jackie], I like your help with something, please: I can handle 1-2 more quality Agents, and I was giving some thought on what type of Agent I really respect and admire that I wish I had more of, and you came top of mind.

And I’ve learned that birds of a feather flock together (as the old saying goes, haha), but is there another Agent like you that you’re friends with that you think would be open to meeting me based on your endorsement?”

Give it a shot, and you’ll learn a lot on where you stand with that Realtor.

5. Have they called your for their own financing?

If the answer is no, then they don't see you as a trusted advisor yet. .

Yes, some Realtors may want their financials kept private and decide to work someone they don’t do active business with, but most will work with their go-to lender for their own personal real estate financing needs.

Ask this one of your next conversations:

“Hey [Lacey], I feel remiss in never asking you this, but who is YOUR go-to lender for any personal financing questions or needs? And could I be that person for you?

___

So… how'd you do?

If you passed all 5 with at least 3-5 Realtors, congrats.

You're in the top 10% of Loan Officers.

If not? Don't panic.

Just start with 1-2 of the strategies I gave you here and be patient.

And tacos and tequila always help ;)

GO! Crush it.

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.