You’ve spent the past two weeks engaging on social. You sent your text, you followed up with a call and now you’ve landed the coveted meeting with that real estate agent from across town. Deep breath, take a step back, relax. No need to freak out trying to figure out what to say when you meet in person. You are not there to speak. Believe it or not, rarely do they care to hear about your service, your products, your turn-times or your company. That person on the other side of the table wants to talk. They want you to listen. That person has their guard up and you need to coax it down. If you don’t, then they will not open their heart to allow themselves to like you. If they don’t like you, there is no way they ever will trust you.
Here’s what you do. You go into that meeting as the nicest most inquisitive reporter looking to interview that person who agreed to meet with you. You need to genuinely care about getting to know them and operate with a child-like curiosity. Now don’t get me wrong, you are there to sell. But on a limited basis. And only when you see an opening.
Here are the 10 questions every loan originator needs to take into their first meeting with a potential Realtor referral partner:
- What did you do prior to real estate?
- What do you like most about being a Realtor?
- How was last year for you?
- What are your goals for this year?
- What is one thing your favorite lender does great?
- What is something you wish lenders did better?
- Is it crazy to think that if I help you sell one extra home a year that I would be worth having on your team?
- Would you be opposed to allowing me to audition to be a part of your team?
- Can I count of you to refer me your next two buyers so that I can properly complete an audition?
- How would you like me to follow up with you next to discuss ways I help agents like sell more homes?
The key is remembering you need to do 30% of the talking and 70% listening. When you speak, it should be to ask the question, mirror their response and on occasion share a story that allows you to form a bond over having a similar experience. Next time you go on that appointment with the agent from across town, make sure you bring these 10 questions with you and witness how easy it is to get someone to like you when you let them do the majority of the talking.
Dustin Owen is the SVP of Growth at Lower and the creator and host of The Loan Officer Podcast (TLOP).
This column does not necessarily reflect the opinion of HousingWire’s editorial department and its owners.
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