This is the Day to Play Offensive
Building New Relationships with Quality Agents
Today, a Loan officer woke up and said, “I need more agents.” Those agents he/she is going to target are your preferred agents. That LO is going to test how strong your relationships are with your agents. And you, will be doing the same. It is a game of takeaway.
In other words, an LO has to play OFFENSIVE, go after new agent relationships and DEFENSIVE, protect those that you have.
Today, Cold Call Tuesday is playing Offensive. It is about building new relationships with quality agents. It is the beginning of a lifetime of referrals. Will you get some “no thank you” from some agents? Of course. But you will persist. In golf you may never get a hole in one, but you play on. In any sport you will not score on every opportunity, but you play on. As long as we realize, there will be losses, and there will be wins, we persevere.
“Hello Sally, I am Bob with USA Mortgage, and had a quick question to ask you about 2019………we are surveying agents for some training initiatives we are doing in 2020.
Would you say…building inspections, seller servicing, or landing a lead pipeline was consistently the most challenging thing you faced in 2019?”
“If I could ask you this last question…we are having a workshop at our office (or I am conducting it online next Tuesday at 10) on the topic ‘Cutting the inspection resolution time in half” …would you be receptive to attending it?”
“If I could ask you this last question…….we are having a workshop “Getting listing sold faster – mastering seller servicing” …would you be receptive to attending that event (or it is online)?”
“If I could ask you this……….we are having a workshop, “Creating Winning Lead Systems” seminar…..it is coming up soon….would you be receptive to attending it …”
Hey, thanks for your time! I look forward to seeing at one of our equipping workshops. ”
Keep in mind, this is just a framework of the conversation. Based on how it is going, feel free to book a sit down this week if the rapport is there. However, this first call is the first step. The second step in the game of OFFENSE is sending the thank you note. Then on Accolade Wednesday, click on their FACEBOOK, comment on something they posted. (see Accolade Wednesday for more insight on building the agent relationship)
This will work! This is how relationships begin. Ask a question. Provide value. Ask for nothing at this point. Be a giver. You will bear the fruit of a winning relationship. But we have to give and nurture the relationship – in order to receive.