Sometimes it’s difficult to put together a loan officer marketing plan to attract the attention of real estate agents. Sometimes we tend to go back to the same tools we’d used over and over – and sometimes we overlook opportunities to make real estate agents our biggest fans.

First, start by using your existing relationship with agents. These agents know and respect you and can be one of your greatest assets. They can help you build relationships with other agents by promoting your services. But they have to know that you are looking to expand your contacts. Explain to them that you’d like to add one or two business relationships with agents that are like them and ask for a referral. You have a track record to back up any conversation with the new prospect.

Another great resource is your escrow officer. Who has a better feel for how well you work than your escrow officer who sees your loans close and can speak of your professionalism and consistency. Your escrow officer also works with a lot of other loan officers and a lot of agents. They can compare your abilities to others, but most importantly than can offer you one or two additional agents to with.

Start making contacts within the office. You don’t always have to try to get in with an agent, the office manager or receptionist can be an equally productive resource. In fact, the receptionist is often the gate keeper that allows vendors or loan officers to connect with agents. Take some time to meet the receptionist and use them as a resource to find out more information about how the office operates. Find out if the office has brown bag lunch conferences, if you could possible schedule an informative presentation, or if you could bring in materials to be distributed to the agents. You can find out a wealth of information about the agents just from a few careful questions and conversation with the receptionist.

Finally, work with agents that are looking for assistance. You won’t have to look very hard – there are lots of agents that need help with marketing and want to expand their efforts. When you offer to develop case studies and newsletters that can contain information about you and the agent in specific, problem solving situations, you’ll get few rejections and lots of leads.

Don’t be afraid to use the resources you have on hand to expand your business. Just a few well placed conversations can yield big results for your loan officer marketing.

Jeff Nelson helps loan officers increase loan originations by attracting quality relationships with real estate agents from the development of customized relationship-building strategies.

Click here to get a free copy of the Marketing Planning Guide, a 20-page workbook designed to help you outline a strategy to become an Agent Magnet.

Visit us at www.loan-officer-marketing.com

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