How To Target Qualified Realtors

Here's a question we received the other day: "I need a marketing strategy & system that will accurately target qualified Realtors and have them perceive me to be the first choice they refer clients to based upon the value I provide them."

First of all -- and I think I've mentioned this before -- depending on realtors or anyone else to grow your pipeline of business, is like depending on someone for your oxygen supply.

VERY dangerous, indeed.

But if you did want to try something like this, you need to look at things from the realtors point of view. And believe me, it's a limited point of view, for sure.

The realtor wants to know two things:

One, what's in it for them. And for many realtors, the "satisfaction of having a good loan person available to their clients" may not be enough. So you're going to have to figure out what they really do want on their end.

Maybe if your practice is big enough, an exclusive referral pipeline back to them will be enough... maybe the two of you can put out a monthly newsletter together, or maybe you can introduce them into your network of other professionals who can help them.

This is not an easy solution, for sure, regardless of what you come up with.

Lots of people see realtors as gateways for loads of business, so you can pretty much bank on the fact that you're not the first person coming to them looking for leads.

The other thing the realtor wants to know, is "Why should they work with you, instead of anther LO?"

And for this, you'd better have something good to offer.

If I were in this position, here's some of the steps I'd take to figure all this out:

I'd ask five or six different realtors if they wouldn't mind being interviewed for a project you were working on, that may have an opportunity to make them some money. Don't tell them you want to take them to lunch -- all that is, is a waste of your time and money, plus it makes you look like a real kiss-ass and it takes the focus away from business, and puts in on your submissiveness and your lack of business.

And you don't need to be a marketing genius to know this isn't a good strategy, right?

Then, I'd ask each of these realtors a slew of questions related to this issue. Talk to them about marketing in general and figure out if you have some chemistry with any of them.

If you do, and if this was meant to be, chances are you'll find one or two of them not only receptive to you, but you'll find a few new and creative ways of generating new business.

I know this isn't a particularly sexy process to go through, but I've got news for you -- neither was staying up night after night for an entire year, learning how to be an incredible copywriter and marketer.

But the payoff was pretty darn worth it for me -- maybe you're results will be similar.

Now go close some deals, Craig Garber & Mike Miget

P.S. Tomorrow the gates close to get involved with our ARM Marketing System. You can listen to information and apply to be a part of the program on the teleseminar here: http://www.loturnaround.com/arms and you can listen to the first two calls here: http://www.loturnaround.com/replay

Or, if you've done all this and you are ready to apply, your application is right here: http://www.loturnaround.com/application

If you enjoyed this, pass it on to a few of your friends and business associates, and if you have any comments about this message, PLEASE -- leave them here on our blog -- we want to know what you're thinking: