How To Be Instantly Comfortable With Prospecting [Part II]

Two weeks ago I shared the first reason salespeople are so uncomfortable prospecting: thinking about “self” instead of how you can serve your prospect.

So here’s the deal: running a successful, consistent, mortgage business that generates reliable leads is about strong relationships.  Period, end of story.

This is a face-to-face and belly-to-belly business!  It always has been and always will be in our lifetime.

With that point in mind, one of the most important metrics in your business is how often you are face-to-face with referral sources.

In my experience the quickest way to be face-to-face with referral sources is by using the telephone to prospect realtors for an appointment.

If you can master the phone you can make a fortune, in any industry, hands down, no questions asked.

However, if you’re uncomfortable and/or unwilling to become proficient with telephone prospecting, then use other methods to get your appointments, but don’t avoid getting the appointments!

Quality, face-to-face time with referral sources is the highest and best use of your time. Use any and all methods to increase your face-to-face time and frequency with the intention of cultivating deep, authentic relationships.

Do that – make face-to-face time your # 1 priority – and your income will skyrocket; neglect that, and your income will plummet.

Capice?

Get Creative & Experiment

So, if you refuse to use the phone – which still is, undeniably, by far the world’s greatest sales and marketing tool – to get your face-to-face time, here are a dozen ideas of how you can get in front of potential referral sources without cold calling new realtors:

  1. Go back 6 months and research the listing agent on the deals you closed that went well.  Make that warm call and ask them out for coffee.
  2. Contact all your existing realtors and invite them to lunch with the caveat that they have to bring another agent colleague that they think would be open to using you.
  3. Approach all the title company agents/attorneys you close deals with and ask them to make an email introduction to the top agents they work with suggesting the two of you might be a good fit.  Follow up with a warm call to the prospective agent for a coffee appointment.
  4. Linked In can be a soft approach because it is a business-based social network.  Research realtors in your area, send a connection request, and for all those who do accept and connect, send them a follow up email inviting them to a coffee appointment.
  5. Direct mail a target test group of agents with a compelling introductory letter and perhaps a gimmick inside that gets them to laugh or inspires them, such as a business book.  Follow up with a warm call asking if they received your letter/gift and invite them to a coffee appointment.
  6. Call the local board of realtors or go on their website and look for networking events and attend.
  7. Same as above but ask for awards events and attend.
  8. Find non-competitive partners that sell to your target audience and ask for an introduction.  There are literally hundreds of different companies that sell stuff to realtors.
  9. Position yourself as a certain “mortgage product” expert and inquire about potential speaking gigs in front of your target audience at their events.
  10. Start a blog that brings value you to your target audience and use partners and social media sites and your email signature, website and business card to market your blog. Give away a valuable free offer like an ebook or audio series on how to effectively qualify buyers.  Follow up with a phone call to anyone who downloads the free ebook or report.
  11. Warm call a broker/owner of the agent(s) you did business with (or better yet get referred in by the agent you closed a deal with) and ask to do a mortgage training event at a real estate office.
  12. Sponsor a booth at a tradeshow or realtor event.

Remember – the top purchase loan originators in the country consistently drive in steady leads from their referral sources because those people truly enjoy doing business together and typically like hanging out socially.

How do you establish those types of relationships?  Face-to-face time.  Lots of it.  So by whatever means necessary – experiment with all of the items on the above list and brainstorm new ideas on your own – get in front of your target audience early and often!

So, which strategy above do you think is most effective?  Share your thoughts in the comments section.

 

 

 

 

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