Looking for advice from experienced realtors

[Aaron Lietz]

I've recently made a big change in my career (and I believe it's for the positive). I left a large retail mortgage company and I am now with a broker here in Tempe. My question is for my realtor friends. What is the best way to begin networking with realtors to build a consistent stream of referrals? In other words, what kinds of things do you look for when looking for a great lender to send your clients to? What things are most important to you? 

I once read a great book called The Go-Giver and I'm trying to brainstorm as to how I can best "lead with value" in this space. 

This is a new journey for me, and any good advice would be awesome. 

Thank you, friends! 

[Aaron Poling]

This can be a tough one. There are a lot of great lenders, so it is hard to be the go to for Realtors. Below are a few suggestions. 

1. Contact all the new agents that are just becoming licensed. You can add help educate them on the mortgage process, and it is the best time to get on their list. Possibly only a few will end up top producers but it could be a great way to build those relationships early on. 

2. Be easily accessible and able to assist when other loan officers aren't. When agents that have go to loan officers are in a pinch, they will reach out to you because you are available. 

3. Research some not so common loan types that your brokerage offers but don't get used very often. Maybe loans on mobile homes, bridge loans, new construction loans, whatever. This gives you a unique marketing position and can get you in front of many agents that want to learn a different product that may help. In many cases agents will call you about this product and it may not work but you can flip it into a traditional loan. 

4. Be everywhere. This sounds silly but show up to open houses, Realtor events, chamber of commerce meetings, home shows, community events, community yard sales, whatever. The more you are out and about, the more you will get noticed and be given a chance. 

Good Luck! Aaron