MAKE YOUR AGENT MEETINGS SUCCESSFUL
Irene Duford has been a Coach in The FreedomClub for 6 1/2 years.She is passionate about helping Loan Officers live their dreams.Having in-person meetings with agents is a great way to grow your business. Irene shares with us strategies that have worked to help convert agents from an appointment to referrals.
personally makes the post-coffee calls, because the LO is the one who the agent met with and started the relationship with.Calling each week and using the set process helps the LO deepen the relationship.That is what leads to referrals. WHENCALLINGTOSETAPPOINTMENTS: Do you ever have female agents hesitate to have a meeting with someone they don’t know? Some women Realtors do not want to meet with people (especially men) they don’t know.This is a legitimate concern for women in the world today. I would not agree to meet with someone I don’t know just from a phone call.But I would meet them at my office where others are present.Agents take out people they don’t know all the time.The smart ones take precautions. ANOBJECTIONANDASCRIPT FOR THIS SCENARIO Objection: “I don’t meet with anyone I don’t know.” Answer: “I totally understand. How about if we meet at your office? I’ll bring your favorite daytime beverage right to your office. Google me or check me out on Facebook so you can get to know me a little before we meet. Does Tuesday at 9 or Thursday at 10 work better for you?” RIGHTAFTER THE APPOINTMENT IS SET Email the agent thanking them for the meeting and add a link to your website with reviews. ADAYAFTER THE APPOINTMENT IS SET Send a short video introducing yourself and thanking the agent for setting the meeting. Let them know you’re excited to meet them and to hear about what makes them so successful. Then add them to your Agent Mastermind weekly emails. (You can remove them later if they are not a good fit.) THEDAYBEFORE THEMEETING Call the agent, send a text, or record them a video to confirm your appointment.Say something like, “I can hardly wait to meet with you tomorrow at (the time and place). I’ve been looking forward to it since we set the appointment. I clearedmy calendar to make sure nothing gets in the way.” Some LOs like to text and add a fun picture with it or even a meme. Be yourself, and use your own personality while communicating. THEMORNINGOF THEMEETING Call the agent, send a text, or record them a video again to say, “I am looking forward to meeting you today at (the time and place). I want you to know howmuch I appreciate your time. It’s always great to meet with successful agents in our community.See you there!” Once again, be yourself, and use your own personality. DURINGTHEMEETING Make it all about them.Use the acronym FROG to help you remember to ask questions about their family, recreation, occupation, and goals.Starting with occupation gets them talking about their
Are you looking for a proven process that will help you convert agents you meet with to agents who actually refer you clients? Imagine spending your work day visiting Realtors, establishing friendships, deepening relationships, and receiving great referrals from it.Can you picture what that kind of life would look like? Here is a process (with a checklist) that many FreedomClub members are using with great success. FACEBOOK’SCUSTOM,AUDIENCE-TARGETEDADS: A custom audience is a type of audience you can create made up of specific people you want to see your ads on Facebook.This puts you right in their viewwhen they are on Facebook.You will hear many people say, “You are everywhere!” You target simple ads to the specific audience you’ve created on Facebook.This is great for agents on your list for Thor’s Hammer (pre- and post-meeting) to see you before and after the meeting. It warms up the crowd. It is also great for past clients and other people in your networking circles, business people, people in your circle of influence, and others who can refer you. THE AVERAGE STATS FORGETTINGCOFFEE APPOINTMENTS: If you place 30 calls over 12 weeks, you’ll meet with around 10 people, which is 33 percent of those you called. Out of those meetings, you should form about 2–3 new Realtor relationships. That’s 25 percent of the people you met with for coffee and followed up with for 12 straight weeks. Remember that these are averages. The results are dependent upon your follow-up. For every 30 people you call, you can expect one appointment per week. If you need to go on six appointments, you need six sets of 30 (or a total of 180) people you are calling.This is only possible with a caller and appointment setter.One set of 30 is the maximum one loan officer (LO) can do without a caller and a great loan partner. Once you start meeting with agents and do the right follow-up, you will get leads andmight not be able to follow up withmore than 30 agents per week consistently for 12 weeks. To get higher numbers, you need to call a bigger list, utilizing a freedom caller who is superior at setting appointments. I have seen the best results convincing agents to send referrals when the LO
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