Why Loan Officers Never Hear a Realtor Say, "You Had Me at Hello!"

In the movie "Jerry Maguire", there's a famous scene at the end, where Jerry expresses his love in a long-winded speech to the Renée Zellweger character.

At some point, she interrupts him and says, "You had me at hello."
Unfortunately, when it comes to "courting" Realtors, you hardly ever have them at "hello". And if you don't establish enough productive, mutually beneficial relationships with Realtors in your market area, you're entering the purchase market race with one leg and both arms tied behind your back.

Loan officers tell me that one or more of the following things prevent them from getting enough purchase leads and referrals from Realtors:

• "I don't know enough Realtors."
• "I can't get Realtors to talk to me."
• "Realtors tell me they will send me business, but they don't follow through."
• "Most of the Realtors I know are too high-maintenance."

In addition to these obstacles, here are some of the things you have probably heard Realtors say -- mostly as a way of getting rid of you:

• "I already have a lender (I'm happy with)."
• "My office has an in-house lender that we have to use."
• "Most of my buyers already have a lender."
• "I'm a listing agent; I don't really work with buyers."
• "Sure, I'd be glad to talk with you, but I'm busy right now; can you call me sometime next week?"

If you've heard these kinds of responses from Realtors (and let's face it, you almost certainly have), you know how discouraging it can be.

So we need to figure out why you keep running into these obstacles when you try to get leads and referrals from real estate agents.

If you want better results with your Realtor outreach, there are a few things you will want to understand about them. Read the full article here.

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