3 Keys to Attracting Top-Producing Realtors as EXCLUSIVE PARTNERS (Without Cold Calling)!
“It’s not that realtors are the problem. It’s that you are messing up the process so that it is problematic for you.”
-Doren Aldana
Today we’re going to dive into a perennial hot topic: how to attract the Realtor Partners. Many mortgage pros gag at the mere thought of working with Realtors. Why? Because they’re doing it the hard way! Sure, cold calling can lead to some connections and profitable interactions, but frankly, that's the caveman method from the Dark Ages.
In today’s episode, we outline the three keys to attracting top-producing realtors as exclusive partners, without the hell of cold calling. I know it sounds too good to be true, but listen as we reveal the secrets for attracting profitable partnerships with top real estate agents.
“I don’t want to spend 80% of my time on something that isn’t going to get me a return on my investment.”
-Al Rodriguez
Show Notes:
[01:03] - An introduction to today’s topic.
[02:34] - Realtors are not the problem. If there is a problem, you’re doing it wrong.
[03:37] - Why do you want to go after the top-producing realtors?
[05:25] - There are varying degrees for Al. Al doesn’t want to kick anyone to the curb but he confirms that he only wants to work with top-producing realtors.
[06:45] - If you’re going to work, you should be getting a return on your investment.
[08:44] - Jed shares why he got into the mortgage industry and the immediate realization that building a relationship with realtors was critical.
[10:32] - If you don’t like working with realtors, you’re working with the wrong ones.
[11:10] - Jed describes his method of ranking the realtors on his list.
[13:01] - Be intentional in your decisions and have that champion mindset.
[15:53] - Exclusive partners means that real estate agents send you all their business.
[16:25] - The first key is a compelling unique value proposition.
[17:12] - What is the opposite of this proposition? Al describes what doesn’t work.
[18:16] - Flip the script for realtors to think they need you more than you need them.
[20:35] - Setting up an initial discovery meeting in person with someone you want to work with is something that works well for Jed.
[22:01] - How does Jed build relationships with real estate agents?
[24:18] - A compelling unique value proposition is only valuable if you know what is valuable to realtors.
[25:08] - Doren describes the second key as an automated attraction system.
[27:34] - Al describes a smart and efficient system that develops leverage.
[30:04] - Not understanding leverage can create unnecessary challenges.
[32:11] - You’re not being interviewed by real estate agents. You are interviewing them.
[33:16] - Jed shares what made the difference between his first 6 months and the spike in his success.
[36:01] - At Best Life Mortgage, Doren explains how they take away a lot of the common barriers.
[36:40] - The third key is to diagnose first and prescribe second.
[39:24] - If you prescribe first, you don’t know what to offer that they need.
[41:03] - Talk to the realtor and get to know them before you prescribe anything.
[42:56] - If you diagnose first, you come with the intention to connect.
[44:01] - Without the scarcity mindset, you will be able to better choose who to work with.
[45:20] - Jed shares a strategy he uses to better connect in discovery meetings.
[48:14] - Working together after making a real connection creates exclusivity.
[50:15] - Always lead with value and avoid commission breath.
[52:26] - Best Life Mortgage has amazing support for building your business.
“If you do not like working with realtors, then you’re choosing the wrong realtors.
There are so many top-producing realtors that are absolutely amazing to work with.”
-Jed Barker
Links and Resources:
The Legendary Lender Home Page
Best Life Mortgage Home Page
Mortgage Marketing Coach on Facebook
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