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.


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.





Leave A Reply (16 comments so far)

    4 years ago

    Hi there, yes this paragraph is actually good and I have learned lot of things from it about blogging.

  2. The other nice thing is that you always have a fixed degree of risk.
    This is convenient in case if a programmer or trader provide their program for
    usage but doesn. You can do day trading at home without going anywhere.

    This trading option might apparently seem as a completed effort, but since binary trading are derivative contracts, finance & exchange markets do not have to play much role in it.
    These digital contracts involve short term speculation on the movement of an assets price and can see a trader up and running in just a matter of
    minutes. All sites that deal with binary options trade are using secured processes and therefore transactions
    and identity of the individual is safeguarded against fraud and hackers.

  3. ballistic steel
    4 years ago

    This car is definitely the number one.

    ballistic steel

  4. off road tires
    4 years ago

    I adore this beast.

    off road tires

  5. best sound systems
    4 years ago

    rather awesome supercars here….

    best sound systems

  6. Link exchange is nothing else except it is just placing the other person’s weblog link on your page at appropriate place and other person will also do similar in support of you.

  7. For many who need to have discreet adult procuring, they’ve a greater alternative
    to satisfy their need of having quite a lot of toys that can fulfill their want and
    provide them all that they are on the lookout for.
    There are the Australia primarily based adult toy outlets on-line that
    function an enormous assortment of kinky and reasonably priced sex toys
    designed solely for the clients to choose and purchase.

  8. DESIGN & FASHION STUDIO – услуги стилиста

    О НАС

    «KK» читается как [кей-кей] и это первые буквы наших имён:
    Костя и Катя. Мы создали эту студию ради искусства и культуры.
    Мы хотим познакомиться и поработать со всеми, кто хоть как-то причастен к направлению Fashion в
    Беларуси. Пускай многие скептически относятся к нему, но мы верим!
    Если Вы поддерживаете нашу идею, Вы фотограф, модель, визажист, стилист или даже печатное издание — пишите нам или сразу звоните.

    Давайте займемся делом!

    Режиссура любых фото/видео съемок.
    (Рекламные, fashion, коммерческие, репортажные, тестовые, модельные)

  9. Мне вполне нравятся краны. Этот является,
    фактически, самым лучшим экземпляром!
    Очень приятная мощность :-)

  10. Мне действительно нравятся эти автокраны!

    Этот является, может быть, наилучшим экземпляром.
    Отличная мощность 😉

  11. jenny bolton
    4 years ago

    Hi, its good piece of writing about media print, we all know
    media is a wonderful source of data.

  12. Marina one location
    4 years ago

    Superb, what a webpage it is! This website gives helpful data to us, keep it up.

  13. Diner Dash hack
    4 years ago

    Do you once thinking about unlimited money and gold in Diner Dash Hack v2.91 ?
    Do you sometimes want to be the best player of all?
    Our Diner Dash Hack v2.91 is complete answer for these and many more questions!

  14. Good day! Do you know if they make any plugins to protect against hackers?
    I’m kinda paranoid about losing everything I’ve worked hard on. Any recommendations?

  15. agen teen adult
    4 years ago

    My brother recommended I would possibly like this blog.
    He was totally right. This publish truly made my day. You can not believe simply how so
    much time I had spent for this information! Thank you!

    4 years ago

    Hi, this weekend is fastidious designed for me, because
    this occasion i am reading this great educational piece of writing here at my house.

Get Your FREE REPORT: Referral Source Mastery