I'm tired of putting time, energy and money into mortgage broker marketing just to end up with an agent that never seems to follow through!!!
I'm tired of putting time, energy and money into mortgage broker
marketing just to end up with an agent that never seems to follow
through!!! any advice?
OK!!I can understand your problem!!!Let us say you meet with an agent and feel like you have made
a connection. But weeks go by without hearing from that agent. You make
follow up calls, it all sounds good, but the agent still does not call,
return your calls, or send you clients. What is going on?
It sounds like you have just encountered the passive Realtor. A passive
Realtor can be incredibly frustrating. But rather than giving up on
them, or throwing your valuable time and energy away, by understanding
their behavior style, you can develop a positive relationship.
Why They Seem Passive
When you encounter an agent that seems passive, you are really meeting
someone who struggles with change. They want to have a stable
environment with few or no problems. They perceive any change to be
stressful, so they are often willing to continue to work with someone
who offers inferior service, simply because they are uncomfortable with
working with someone new.
These agents are especially uncomfortable with confrontation. They will
go to great lengths to avoid it. They appear to buy in to working with
you, but you may not be uncovering their true objection because they go
along with anything.
Realtors that are passive also avoid fast decision making. They want to
take time to evaluate decisions and mull them over for days or months.
When you are working at your mortgage broker marketing, this can be
frustrating. It feels like you are investing your time without
receiving a timely pay out.
Misunderstanding Passive Realtors
One of the chief problems with working with passive agents is that you
take their passivity, their desire to avoid confrontation and general
friendliness,as a buy in. You may think you are making progress, when
in reality you are not getting anywhere or the agent needs time to
process.
Be realistic in your expectations when working with these clients. If
they already have a strong relationship with a mortgage broker, chances
are they will not jump into another relationship with a broker
immediately. It may be a long courtship before you gain their loyalty.
On the positive side, passive agents are great to work with when it
comes to unexpected glitches. They can easily empathize with problems
that happen and are not likely to go ballistic. And, once you establish
a relationship with them, you can count on them to remain loyal.
Communicating More Effectively
When focusing your mortgage broker marketing on this type of real
estate agent, you need to pursue your relationship differently from
other agents. It is best to incorporate a slow, friendly strategy, with
lots of small talk and focus on feelings.
You are more likely to get their attention when you present information
gently and then use a questioning technique to draw out their feelings
or problems. Passive agents seek out a relationship; they want a
feeling of personal attention, problem solving and excellent customer
service. They also want proof of your performance, which can be
supported by customer testimonial.
The Good News
While wooing a passive agent can feel like a lengthy process, on the
positive side, they are great team players. They expend effort to make
their client relationships positive. They are the agents that are
willing to go the extra mile for clients. These positive relationships
trickle over to your business, resulting in a repeats and referrals.
When you understand how to create a positive environment that is not
threatening to the Realtor, you establish a productive and positive
relationship. Tailoring your mortgage broker marketing to these
Realtors result in a loyal partnership with big pay offs.
Go to www.loan-officer-marketing.com to get a free copy of Jeff
Nelson's Marketing Planning Guide, a 20-page workbook designed to help
you outline a strategy to become an Agent Magnet