5 Steps to Your First Realtor Meeting
1 – Give them a sincere compliment
“Mike, it is really an honor to meet you. I work with Cindy in your office and also Sue Kenny at Coldwell Banker and they both rave about you telling me how well you treat every client, so thank you in advance for the time.”
2 – Qualify them
“What was your goal this year as far as number of deals and what did you actually do?”
3 – Ask open ended questions to discover ways to help them
a. If you were a lender for a day, what would you change? Why, why, why?
b. What are your goals next year?
4 – Tell them what you want
“Mike, I work with 13 Accounts now and my goal is 15, from each account I need to close six deals per year. I want you to think if that is possible for us to do together if I come back and really show you how I can help your business, is that fair?”
5 – Always set up next meeting
“Mike, I would like to come back and do a professional presentation on the issues you brought up, how about next Wednesday at 1:00 at your office?”
Top concerns you will often hear
- I want less fall out
- I want more deals/leads/ways of getting business
- Better communication/less fall out/follow through
Common solutions you can bring to the next meeting
- Loan surveys from last 30 loans closed
- Reference letters from your manager and other Realtors
- On Time Closing Guarantee
- Copy of the detailed notes you put in the computer to set up a file/ copy of detailed PQ letter
- Brochure showing update call log and pipeline report
- Give them a tour of your office (meet the staff; demonstrate how you take a loan app. Etc.)
- Core audio CD’s
- Tons of Core stuff: Greatness Tracker, lead tracker, personal budget, time management class, how to show property, how to get and keep listings etc.
- Email: kourtney.bevers@midamericamortgage.com for additional Realtor resources from the CORE.