Use Refinancing to Meet New Real Estate Agents
Refinancing a loan for your client can be much more than just another transaction. Make it a method of introducing yourself to new real estate agents.
When refinancing a home, find out from your client the name of the real estate agent who did the original transaction and how well that agent performed. If the client rates the agent highly, ask permission to forward the home’s new appraised value to the agent as well as the title company where you can seek an additional source of referrals.
When mailing the new value to real estate agents and title companies, say it’s to help them keep up with a former client plus provide a snapshot of what’s going on in the marketplace. Mention you’ll be calling in a few days. Upon contact, emphasize that the agent comes highly recommended and that you as a lending professional share the same client and the same commitment to excellence. Use this phone call to set up an appointment.
During your meeting, point out that you’ve just helped with one client and ask if there are any ways you can assist with others? Inquire what they like about their current lenders (never stress the negative), then demonstrate how you can help grow their business beyond their current volume. Show them the products you offer that the competition doesn’t. Ask if doing joint advertising and cross-selling with you would increase their business. Stress that since you now share a common client, you can share many more in the future.
|
Linear Mode
