In the wake of CFPB regulation crackdowns, many Realtors are scrambling to find new co-marketing partners. Loan Officers have a tremendous opportunity to capture more purchase business and that all starts with an adjusted business plan. In our bi-weekly Loan Officer Mastermind session we cover 7 steps to creating a business plan that will generate more Purchase Business.

1. Total Expert
Loan Officer Mastermind
Create a Business Plan That
Generates More Purchase Business

2. What Do You Want From Your
Business in 2016?
If you don’t know EXACTLY,
there is a 100%
chance you WILL NOT get it.

3. Take Inventory On Your Business
And Weekly Action Items
 Where is my business now?
 Where do I want my business to be?
 Closed volume.
 How many existing Realtor Partners?
 Closed units per “A” player Realtor.

4. Success Metrics
 Loan Officers that have 2 to 3 NEW meetings
per week with Realtors do 4X the volume
on average.

5. Success Metrics
 10 Face to Face meetings = 1 New “A” player
Realtor Partner.
 “A” Player Realtors will generate 8-12 Closed
Transactions Annually.

6. Lets Do The Math:
2.5 Meetings per week = 10 Meetings Per Month
generating 1 new Realtor Partner.
1 New Realtor Partner = 8 new Closed Loans Annualized

7. The Opportunity
 Realtors Are Scrambling to Find New Partners
 Replacing lost co-marketing budgets.
 More concerned about compliance than ever.

8. Step 1
Establish The Metrics
 Spend two hours writing down exactly where
your business is and where you want it to be.
 Write down the total number of closings you
would need to add to accomplish your goal.
 Divide that number by 8.
 This will give you the total number of Realtor
Partnerships you need to add.

9. Step 2
Get Your “VIP” Packet Ready
 A short cover letter.
 Examples of “value add” items you or your
company bring to the table.
 Why should an agent choose you?

10. Step 3
Get Your Dialogues Ready
 Create a 30 second “pitch” of why a Realtor
should work with you.
 Remember rule #1 - What’s in it for them?
 Solve Pain Points (Time, Profitability, Chaos)

11. Step 4
Time Block Your Appointment Scheduling
 It needs to be in your calendar daily.
 Text, Email, “LinkedIn mail” then…phone
call.
 Sell aspirin not vitamins.

12. Step 5
Build Awareness through Appointment Scheduling
 How Do I Schedule More Appointments?
 Build awareness on social media.
 Grow your email list of Realtors.
 Strengthen your existing partnerships to
build word of mouth between Realtors.

13. Step 6
More Face Time
 They need to see your face every 7 days for 3
months.
 You do NOT need a scheduled meeting.
 A cup of Coffee – Marketing Pieces etc.
 Remember rule #1 – Its always about them.

14. Step 7
Ask For Feedback
 Reinforce why you are working with them.
 Ask for the deals!
 Course correct based on what is not working.

15. Avoid Realtors That Are “Toxic”
 Know What Type of Realtors Bring Results.
 Pursue Certain Realtors and Avoid Others.

16. Build Realtor Relationships
 Long Term Success Depends on Strong
Relationships
 Strong Relationships Are Two Way Streets
 When both parties give and get, both parties
win.

17. Build Relationships
 Nurture Your Relationships
 Become an Indispensible Partner
 Help develop print assets.
 Participate in digital advertising.
 Make their open houses more successful.
 Help them make an impact in their
community – think outside the box.

18. How Total Expert Fits

19. Tools Realtors Love
 Automate all lead sources into ONE place.
 Open House App
 Single Property sites.
 Deploy “compliant” Co-Marketing through print,
social and search.