How do Realtors get leads from lenders?

Asked by Laurie Manny, Long Beach, CA Sun May 13, 2007

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California Mortgage Broker’s answer
California M…, Agent, Oceanside, CA
Mon May 14, 2007
BEST ANSWER
I have found that a sure fire way to get referrals comes from being SPECIFIC about what you want. I ask Realtors what a good prospect would be for them. Marketing consultants call this your Unique Selling Proposition. I call this directed referral requests. In short, tell me to whom you want to be referred. I hate to say it like this but we really do put people in little boxes in our minds.
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Deon Williams, Agent, Long Beach, CA
Wed Aug 11, 2010
I believe this answer can be surmized in one word: "reciprocity". Agents get referrals from lenders, by providing exactly that, referrals. I usually interview & invite lenders from reputable institutions to sit in on my open houses, and collaborate efforts with them in getting the transaction done. Once you've established a report with a specific lender, and you're comfortable both with how they work, and how they treat your clients, the mutuality of the relationship takes it's natural course.
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