This natural partnership between a Realtor and Loan Officer does not always come easy, but to ignore this sector of your business entirely when developing your business plan could make your path toward a steady pipeline that much longer.
Here are some excellent thought-prompter questions that I use with my own coaching clients to aid them in developing their goals and specific action steps regarding their current Realtor book of business.
1. What do ALL of my Realtors receive from me on a regular basis? List what it is and the frequency.
For example: Auto-generated newsletter: Monthly, Invites to Company-sponsored events: Annually, Check-in phone calls: weekly
2. Is there anything else I would like to make sure that ALL my Realtors receive from me in 2017, other than the items listed above and what do I want the frequency to be?
3. What do I want to provide of value to my A and B Realtors in 2017 and at what frequency?
For example: CE courses: Quarterly and/or Realtor appreciation gatherings: 2xs per year, Mortgage educational flyers: Monthly, Content for their Blogs: Weekly, etc.
4. How many face to face appointments do I want to attempt to schedule with my B Realtors each month? What is my agenda for each meeting?
5. How many face to face appointments do I want to attempt to schedule with my A Realtors each month? What is my agenda for each meeting?
6. List out ALL of the Realtor-specific activities that I want to continue to be engaged in or offer to assist with in 2017?
For example: Sponsoring Broker Opens, Co-sitting Open Houses, Sponsoring RE office Training Events, Attending RE Office Sales Meetings, etc.
7. Is there anything that I’d like to do for my Realtors with respect to Social Media like LinkedIn and/or Facebook?
For example: Help to promote listings, Post pictures with borrowers & Realtor from closings, Comment on Realtor pages more, Provide recommendations on their LinkedIn pages, etc.
8. What systems do I use that could be of help to my Realtors?
For example: Co-branded email drip campaign systems, Mutual client birthday notifications, Market update alerts, Open house flyer generation, Mortgage-related smartphone applications, etc.
9. How frequently do I want to review my entire Realtor list to make sure that they are appropriately categorized as an A, B or C Realtor? (Obviously, as time and relationships and circumstances change, so should their category)
10. What else do I want to consider as it relates to the maintenance of my Realtor partnerships as part of my 2017 Business Plan that I feel was not touched-upon in the above questions?