Ask the Expert: How can you help your referral partners increase your business?

Training real estate agents on sales, marketing and loan programs can help them bring you business

By Dave Hershman
Special to MPA


Part II of the Answer to this Question: I have been invited to speak at a sales meeting of real estate agents. It is the first time I have done this and I would like some ideas and directions. What should I talk about besides myself and my company?
--Tim from New Jersey


Last week we talked about focusing upon what real estate agents are interested in -- which is not mortgages. Basically, they are interested in making more money -- as you are. They do that by selling more homes. So how are you going to help them sell more homes? For one, support for open houses -- from co-hosting them to actually getting the word out for them. This is a topic we will address in more detail next week.

Holding first-time home buyer seminars is a way to bring in purchase prospects -- though I find many of these seminars are poorly attended.  The proper marketing, timing and topics are essential in this regard. Again, a topic for another day.

Training programs which focus upon sales or marketing skills are another way to help these agents. I regularly deliver webinars that loan officers can invite their agents.  For example, I have a webinar on October 15, Public Speaking Skills for Real Estate and Mortgage Professionals. It is completely commercial free and feel free to invite your agents as a gift from MPA. 

That does not mean that agents -- especially new agents -- do not need basic training on loan programs and qualification skills.  Adding continuing education credit is another way to add value and increase attendance.  Perhaps you could deliver a program which focuses upon making the process smoother by better preparing their clients? You could do this with a settlement agent.

Even attending settlements will help agents as well as their clients. That extra level of service makes them look good and is a great feature to let agents know about in a sales meeting.
--Dave Hershman

Do you have a reaction to this commentary or another question you would like answered? Email Dave at [email protected].
 
Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published.   His website is www.originationpro.com.  If you have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at [email protected].