You should formulate your questions and conversations based on the person you are meeting with, along with the frequency of your meetings and/or phone calls. Let’s get your year off to a great start by following this simple process!
Here are 3 specific questions loan officers can ask Realtors and real estate agents to strengthen their professional relationships:
1. What is your goal for the week/month, etc.?
Seemingly easy question, right? Well it is! The key is to ensure that the Realtor’s answer isn’t “to get a lead from you.” If your goal is to exchange information, then we also need to understand their goals, whether professional or personal, and be their accountability partner in helping them reach those goals every time you meet or talk to them. Asking this type of question of your Realtor or real state partner signals that you have a vested interest in their success.
With clients, the goal can seem obvious to you and your line of work. The key is to actually ask the question rather than assume we know the answer.
2. Who would you like to be connected to?
As is the case with each of the questions listed here and targeted at your Realtor referral partners, we’re looking to avoid the response “to get a lead from you,” or “a client.” Remember, we are expanding our relationship first – referrals will come, I promise. This is the time to explore their needs.
If you are the networking expert I believe you to be, asking this question will be an easy way to learn more about your partners and clients. Remember, if you don’t know of a specific person or line of work to connect, ask your other referral partners for the same connection. This will expand your business too!
3. What can I specifically do to help you this week/month?
I love this question because this is where the exposure begins! Our actions based on this question and “ask” from our partners and clients is the key to demonstrating authentic care and genuine concern in helping them grow their business. This question highlights how you, the loan officer, can truly strengthen the Realtor and real estate agent referral relationship.
With the connections you have as a loan officer, you can now help your real estate referral partners tremendously. Some examples include: helping them promote an event, seminar, workshop or promotion; attending one of their events with another colleague; joining them in attending an event using the buddy system; or in the case of a client, remembering a small detail they have mentioned such as a birthday, vacation, big pitch they are doing, etc.
Here is where the magic begins. It’s time for you to share with your Realtor / real estate referral partners your goals, the people you wish to be connected to, and explain how they can help you. The actions both of you take in holding one another accountable and making the connections requested will ultimately determine the results.
You now know of a goal to help or support your referral partner or client in achieving, know who they wish to be connected to, and have your marching orders to help them today; now they can ask you the questions!
With this line of questioning and conversation you can repeat the process each time you meet or have a phone call and watch the sparks fly!
Jennifer Du Plessis
VP Regional Sales Director - Apex Home Loans
Jen is a highly sought after speaker and author, consultant, trainer, and coach. Her desire is to help others in her industry, as well as real estate agents, small business owners and executives by offering and developing educational training, consulting and coaching. She has helped numerous clients achieve their personal, professional and leadership goals.
She began her long career in mortgage lending in 1983, after having studied Architectural Design & Construction Engineering at Colorado State University. In the last 30+ years, she has held positions from Set up Clerk all the way to Executive Vice President/National Sales Manager. Jennifer currently is the Vice President, Regional Sales Director, and Success Coach for Apex Home Loans, Inc. in the Washington, DC metropolitan area.