In this week's episode, join Kenneth Travis and Sean Zalmanoff as they discuss the crucial role of follow-up strategies in building strong relationships with realtors. It’s important to focus on what makes you different from other originators and show realtors the benefits they have working with you and helping them see their blind spots in their business.

4:05 – Follow Up Strategy 

7:00 – 80/20 Rule

16:44 – Creating Your Image

Takeaways:

You have to focus on what makes you different, you want to be a trusted advisor and show them the benefits they have working with you. 

Think about the image that you want to portray. You don’t want to be unapproachable or salesy.

Build their trust and help them with their business and actively listen to what they need and adjust the conversation accordingly.

Realtors fall in one of two camps. One is in the camp of needing more traffic and two is in the camp of needing more time.

Quotes:

“It takes more referral relationships to close the same amount of business than it has in years past.”

“You have to have this emotional intelligence to sell them on the differences and the benefits that you have to be able to help them see things inside of their own business that they haven’t paid attention to before.”

“A lot of other loan officers are groveling and begging for business and not actually providing value.”

“You’re not getting business from this meeting. All the money is in the follow up.”

“If you do not change the strategy with the follow up, you’re missing out.”

“What are you doing as an originator to go above and beyond for your real estate agents.” 

“I meet with more people that do not work with me than I do with ones that do work with me. But there is still value in meeting with them and building that relationship.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/