Relationships are a critical part of what makes a mega-producer and keeps someone a mega-producer
Relationships are a critical part of what makes a mega-producer and keeps someone a mega-producer. Constructing these relationships and fostering them is crucial to not only building but maintaining your business. There are many ways to form these relationships, like through social media and marketing activities, but one of the most effective and influential ways is through events. Events provide the opportunity to meet future partners and form face-to-face business partnerships.
By hosting an event each month, you can meet and speak with new potential agent partners, putting a face with a name. Conversations should be a healthy mix of personal and professional. Learning more about the people you do business with and strive to do business with allows you to understand everyone’s personal needs and goals. A key component of building relationships is knowing more than just what someone does during their workday, but also how they spend their after-hours. This reveals a lot about a person’s values and how they manage their business. Ask questions that will allow you to determine how exactly you can add value to their business and vice versa. These conversations serve to not only benefit your business but also your referral partners and potential future customers.
Once these connections have been established, maintaining the relationship is essential. For those who have attended your events, follow up with a phone call and thank them for making an appearance. Include a personal touch, like something you may have talked about or another minor detail you picked up. They will appreciate that you remembered something more personal than simply business. If they were unable to make the initial event, extend an invitation for another meeting. To continue the conversation and build on the communication, invite them for coffee or another casual get-together. Take this time to learn more about them and their overall goals.
Determine how you can add value to their business and what you can accomplish together as a team. By nourishing these relationships, your agents will trust you with their clients and refer their business to you time and time again.
As these relationships grow, co-branded events between a loan originator and agent are an effective way to form relationships with potential clients. By hosting educational events that benefit both parties, it’s a win-win for all involved.
If you’re fortunate enough to have an events team within your company, utilize the team to build the best events for your audience and outcome. If you are setting up these events yourself, start small and work your way up. Practice makes perfect and hosting and planning events on a regular basis will begin to come naturally, especially when you start to reap the benefits.
