Establishing partnerships can be challenging for loan officers when many Realtors are already loyal to their mortgage professionals. If you don’t have any relationships to leverage, how can you get a foot in the door? Is there a definitive list of things you should be doing? What about the things you shouldn’t do? On this episode, Rian Group founder, best-selling author, and multi-million dollar sales producer, Aaron Rian, shares how loan officers can stand out from the crowd and build partnerships.

Loan officers are all pretty much the same. It just comes down to the individual loan officer and how quickly you respond. -Aaron Rian

 

Resources

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Three Things We Learned From This Episode

1. Why you need employees who match your motivation (04:25 -  05:48)
   For your business to thrive, you need to have like-minded individuals in your company. This applies to interest as well as motivation. You don’t want to have employees who aren’t as interested as you are.  
   
   
2. How to set yourself apart (10:41 – 11:43)
   Bring something of value to the table beyond your proposition. This could be something as simple as a coffee. If you bring a buyer to the Realtor, you’ve already demonstrated you can bring business. Once you’re in escrow, you’ve established communication that must continue during the period. You can use this time to establish a relationship.
   
   
3. What to say on the phone (15:11 – 16:31)
   Don’t make multiple calls unless you have something useful to the Realtor in that moment. If you do have something of value and the Realtor calls you to sign a deal, ensure that you are reachable. If a client is ready to sign at eight o’clock at night, the worst thing you can do is not take the Realtor’s calls.

Many mortgage professionals offer the same, or similar, services to Realtors. For this reason, you need to find ways to set yourself apart from the rest. Don’t call the Realtor and regurgitate the same script they’ve heard many times before. You need to approach them with something you know makes you unique. Have a clear pitch and be willing to put in extra work. This is the only way to foster lasting partnerships.

 

Guest Bio-

Aaron Rian, founder of The Rian Group, Oregon's #1 real estate team, is an award-winning Realtor, best-selling author and Multi-Million Dollar Sales Producer. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. Aaron’s clientele consists mostly of athletes, corporate executives and high net worth individuals from around the world. Over Aaron's career, he has appeared publications such as USA Today, The Wall Street Journal and Top Agent Magazine. He is also a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN, and Bravo. Go to https://www.theriangroup.com/ for more information.