Building Your Realtor Referral Network

Developing your Target List

• Ask title companies who is serious about building their business• See if your local Board of Realtors has annual production numbers• Sunday Newspaper Recognition• Facebook Page Recognition• Title company rep access to MLS Information • Real Estate Magazine• Cross sell every Realtor that does not have a relationship with us on

every loan transaction

Build Your Database• Full Name• Email Address• Phone Number• Cell and Office

• Physical Address• Company

Build Your DatabaseDatabase marketing requires a layering of strategies, systems,

and implementation

• Communicate via Email Campaigns• Communicate with consistent phone calls• Send Direct Mail• Text Messages

Who’s Your Target• Top Producers• Newbies• Up and comers

• Any agent that wants to grow their business

You have a target, now what?

• Call them and ask for appointment• Ask for 20-30 mins of time to explore how we can help them build their

business

• Interview them

Appointment Setting Script

Hey there Fred Agent, This is Chad Bates over at Legacy Mortgage Group. I’m calling today because I’ve heard that you are serious about building your Real Estate business. I would love to treat you to coffee and explore how I may be able to help you build your business.

I’m only asking for 20-30 minutes of your time. Is Thursday at 3 or Friday at 2 better for you?

What to say at your Appointment?

• Use your Realtor Needs Assessment• Found Under Chad’s Corner in your Members Area

Production Goals

• What kind of production goals do you have for 20__? • What amount of production did you do last year?• What amount of production have you done year to date?• How many units did this equate to?• How many were Buyers? How many were listings?

Competitor Info• What is important to you about your current mortgage lender?• How do you generate your leads?• Does your current mortgage lender help you generate leads?• Are there any loan programs that your current lender doesn’t have

that you need?

Assess their passion• Who do you admire the most in the real estate industry and why?• Have you seen any marketing ideas you would like to implement? If

so, what are they?• What has stopped you from implementing these ideas?

Tools for Success• Do you have a database? If so, how many names are on it? What

software do you use for database management? How do you market to your database and how often? Do you have email addresses for all your database?

• Do you have an assistant? Is so, who is it, what do they do and how do you determine who to refer clients to for their mortgage needs?

• Who do you currently refer your mortgage business to and why?

Tools for Success

• Do you post your listings on the internet? And if so, how and where?• Do you have a website? If so, what is your website address?• How do you differentiate yourself from your competition?• How important is it to differentiate yourself from your competition?• Do you fully utilize Social Media? Facebook? MySpace? Twitter?

Active Rain?

Begin Your Close• What questions have I asked today that have really peaked your

interest?• Do you have text message capture capability for sign riders on your

listings?• What is your # 1 Challenge in your business today?• What is the most important thing about your real estate business?

Begin Your Close• Be respectful of their time(repeat their answer back to them by saying) So, what I heard you say was that

_________________________________________ is the most important thing about your real estate business. What will________________________ ultimately do for you in your life?

Thank you for your time today. I would like to respect the initial time limit I asked you to commit to today and think about our discussion, then next week bring back some ideas on how we might be able to help you attain and exceed your goals for your business. If I am able to help you with that- would you consider partnering with us and referring us business?

Purposeful Planned Implementation