| Having trouble getting in to see real estate agents? | | | | another agent, or the agent will jump in and ask for |
| You may find yourself hardly getting past your | | | | your assistance. There are other options for finding |
| introductions before you are tuned out and it is almost | | | | receptive people.Find A SponsorAnother option for |
| impossible to change their minds long enough to give | | | | establishing receptive relationships is to seek a |
| you a chance.There is a way to overcome that | | | | sponsor. When you have a sponsor in the office, that |
| invisible wall that comes up between you and the | | | | person is far more likely to introduce you to others in |
| agent. It is a simple method refer to as focus on | | | | the office and those people are far more likely to listen |
| receptivity.Basically, you need to focus on people that | | | | to you.Do not overlook the support staff in the office. |
| are receptive to you and your business. That person | | | | A receptionist can be your best friend. They know |
| could be another agent in the office, a broker, the | | | | exactly what is going on in the office. Develop a |
| office manager, or even a receptionist. But the | | | | friendship with the receptionist based on respect and |
| challenge is finding someone that is receptive.Many | | | | genuine admiration and they will be an important |
| industries have tried methods to build receptive | | | | asset.The receptionist in most real estate firms |
| connections, one great example is the headhunting | | | | watches a lot of high profit business go by, while they |
| business. Headhunters have it down to a science. | | | | are on the low end of the totem pole. They can be |
| Imagine getting a call from a headhunter. They | | | | very appreciative of attention, praise, and even |
| immediately launch into their pitch about a great | | | | occasionally small gifts. Do not push the friendship, let it |
| position with a six figure salary and complete medical | | | | unfold and they will be more than happy to support |
| and dental benefits with a company car included. Then | | | | your efforts by giving you the names of the agents, |
| before you can respond, they ask you if you know of | | | | along with their cell phone numbers and emails.Give a |
| anyone that might be interested in the job.They have | | | | Peace OfferingWhether it is a receptionist or an agent |
| certainly got your attention, and they have taken the | | | | most people respond to a gift and consider it a peace |
| pressure off of you by giving you the out. Of course, | | | | offering. There are lots of little gifts that are |
| by this time, you do not want to pass on this great | | | | inexpensive, while still being of value and putting a |
| opportunity.You can use the same technique with your | | | | visual reminder of you and your business in an office |
| mortgage business. Start off with something like this:Hi | | | | space. One example is a small motivational book |
| Steve, my name is Jeff and I have something | | | | (these can be small enough to fit in a jacket pocket |
| important that I hope you can help me with. I am | | | | and only cost a couple dollars each), informational |
| looking for a agent who is trying to find a lender that | | | | articles on marketing and real estate, and desktop |
| consistently produces referrals, helps double traffic to | | | | items such as pens, paperweight, etc.When you invest |
| open houses, offers marketing assistance and always | | | | in creating receptive people, you earn interest that can |
| closes loans on time. Do you know of a agent in your | | | | yield big rewards for your business in the future.Jeff |
| office, or even have a contact from another office, | | | | Nelson helps loan officers increase loan originations by |
| that might be interested?When you use an approach | | | | attracting quality relationships with real estate agents |
| similar to this, you avoid creating a confrontation issue, | | | | from the development of customized |
| instead it seems merely conversational. You are asking | | | | relationship-building strategies.Click here to get a free |
| for their assistance or input, which is far less | | | | copy of the Marketing Planning Guide, a 20-page |
| threatening, and makes them much more | | | | workbook designed to help you outline a strategy to |
| receptive.Ultimately, you will get either get a referral for | | | | become an Agent Magnet. |