Mr. Jones

they give you referrals, they put money in your pocket, what do you do in return? i'd like to share this with my fellow loan officers. i always put in a lot of effort in acquiring my own customers so that way i can feed leads to realtors that have recommended me to their past customers. however, there are times when my workload is pretty heavy, which results in not having much time to market to the general public. so what i do is volunteer to sit at one of their open houses on sundays or during the week. but i do more then just sit at the open house...i help set up; for example: put yard signs out, put Wells Fargo ballons on the yard signs so that way the yard signs can stand out from the rest. and trust me the ballons help. i always provide ice cold bottles of water to visitors, cuz here in hawaii it can get pretty hot. but before the open house starts, i ask my realtor to take me for a tour of the house. i want to know about the house so that way when we get multiple visitors i can show them around and provide info on the home while my realtor is working with other visitors. this makes other visitors feel important because they are being attended to. if i wasn't around to do that, my realtor can miss out on a visitor that's in need of a realtor to work with. and when i have interested vistor/visitors i always cross sell my realtor. by doing this my realtors have picked up new customers to assist. when its slow, i take my realtor's open house flyers and visit other open house and let the agents know that we're having open house till 6:30 so they should come check it out. i also pass out the flyers to visitors coming in and coming out of other open houses. but the best advise i've given to my realtors is to extend their open house from 2-6:30pm. here in hawaii a lot of the realtors have their open houses from 2-5. when the clock hits 5pm..they wrap up and go home. this is really, really bad becuz there are still customers that are still interested in looking at homes, but since every one closes up at 5pm..they just go home. by having a late open house my realtors have the opportunity to pick up visitors that are still looking. another great opportunity for both the realtor and i. and throughout the whole open house, not once do i have to market myself and my programs; WHY? becuz my realtor is already doing that for me ;)

on monday afternoon...my realtor calls me and says "remember this person and that person from the open house?, well they want me to help them find a house, but they need to be prequalifed first. can you help them?". :) now imagine getting these calls from your realtors on a daily basis?

focus more on building relationships with strategic partners and not just on crunching numbers. ADD VALUE to your realtors.

What are some of the bad experiences that you had with your preferred lender? What did they do to resolve the problem?

Thanks,

Jay