Tom Burris, Texas/Louisiana Mortgage Pro - 13 YRS Experience (NMLS# 335055)

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Patricia Kennedy
RLAH@Properties - Washington, DC
Home in the Capital

Show up at an ActiveRain meetup.

Give an amazing financing continuing ed course at your local Association of Realtors.

Write a well-written and information blog.

Do a loan for the buyer of one of my listing, and do a great job of keeping me in the loop. Then show up at settlement and make a gread impression.

Jul 17, 2016 01:59 AM
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

Send them pre-approved buyers.  

Jul 17, 2016 01:53 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

When I summon a lender, that's when the show starts. Some loan officers aren't ready, don't know how to rise to the agent customer service relevancy. I need pre-qualing done quickly. I need for them to follow up on all clients without being told and I need answers as soon as I can get them. The ideal loan officer responds to texts & emails right away too. Less talk and more DO as...actions speak louder. Know your product & procedures.

Jul 17, 2016 01:35 AM
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
CEO of Vision Drive Realty - Coastal San Diego

Be relational in your approach.
Refer buyers, so many don't.
Stay in touch, so many don't.
Deliver on your promises, so many don't.

Jul 17, 2016 02:08 AM
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

This is a tough question for me.  I have a Lender who is absolutely awesome. I know a lot of Lenders and no one holds a candle to his knowledge. Seriously, he is close to a genius! He knows how to put a loan package together and if he says he can close a deal he can close a deal.  Why would I listen to anyone else try to sway me away?

He has one flaw.  He does nothing to market himself and is not involved in social media at all.  He isn't proactive in celebrating our mutual client's home purchase.  He does nothing, and I don't like it.  Clients love him. We all say he has integrity, is honest and you can believe anything he tells you.

I would say do an intense study of your competition. What do they do? Are they socially active? How does your company offerings stack up with programs other lenders offer? Do they give their clients gifts? Do they write reference letters to the agents who do a good job? Do they educate agents with posts about products? Do they keep the agents on top of the loan process? Do they attend Agent open houses or broker opens? Do they have logo products they wear or give to agents?

I just took a look at your posts and you are doing great things.  I know there are some meetup coming up, go to as many as you can.  If there are none in your area, host one and invite agents you want to work with.  Before they start working with you they need to know you, like you and trust you.

Jul 17, 2016 01:33 AM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

As Ron and Alexandra Seigel stated, also, host a few real estate weekly meetings, offer to work open house events with select agents and provide funding sources to prospects.(you might also meet refi possibilities there).


It will take hard work to open doors.


Jul 17, 2016 01:31 AM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


I would find a way to get out and meet people such as Chamber of Commerce, Rotary Club, PTA (I am assuming those are your kids in the photo), meet the neighbors, etc.  Whe you do get a nibble, dazzle them with outstanding service.  A

Jul 17, 2016 01:28 AM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

I was going to say "Free beer" but Patricia Kennedy has a great listing.  Out here our association puts on "Thirsty Thursday" events that are mixers for the local agents.  We ask for sponsors and usually have a lender that is a sponsor.  Your company gets it's logo on the flyer and gets to make an elevator speech at the event.  I suggest you look for something like that with the local realtor board.  Out here the Chamber of Commerce and the Young Professionals Network (YPN) for both the realtor association and the chamber also host events.

Jul 17, 2016 04:17 AM
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

I think the focus needs to be on face-to-face networking and interaction, as well as getting information out there online. Communication and follow-up is critical, on every little thing. Liberal use of thank you notes. Referrals of buyers

Jul 17, 2016 03:08 AM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

Watch Joe Petrowsky , very effective at social media, and even better at the art of the referral.  His goal is to give out hundreds of referrals each year, and he ends up getting back even more.

Jul 17, 2016 02:22 AM
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Prop. Mgr, Wenatchee, WA

Hi Tom,
As Ron and Alexandra Seigel said, get out and meet people.  Join groups that share your interests/hobbies.  Scour the meet-up groups in your area to see what might be of interest.    It all comes down to getting out and meeting people and letting them what you do... in an unsalesy way, of course.  

Also, might I suggest you get as familiar as possible with the real estate market in your area.  Join and participate in the local board events and meetings.  It is very difficult to break into  REALTOR(R) loyalties to other lenders, as you probably already know.  However, if you attend Agent Opens, public opens, and have conversations you will learn what is going on in the market.  This makes you a great conversationalist with everyone you come in contact with.  Everyone, it seems, is interested in what is happening in real estate.  That's how you build relationships... being a local expert source of information.  

I wish you success in getting established in your new location.

Jul 17, 2016 01:36 AM
Tom Burris
NMLS# 335055 - Baton Rouge, LA
Texas/Louisiana Mortgage Pro - 13 YRS Experience

Thanks to everyone who spent the time to respond.

I have been in the business for 12 yrs so I know all of the follow up and close on time stuff. I like to communicate with my partners. And I answer my phone until 9pm most evenings(when I am not coaching baseball).
Weekends too!! <= Not a lot of lenders can pump out a preapproval in a couple of hours on a Saturday afternoon.

Again, a lot of this is the simple stuff I know.

But: What about other things a lender can provide. Open house flyers? Happy Hours? 
Any interest?
I have an idea for the networking. As an Alum from The University of Oklahoma... I was thinking about starting an OU Club of Baton Rouge. They don't have one here and I know we have fans here.... I see them.
If I can just find a Realtor here who is also an Alum... Bam!!

I promise to read thru all of this 3 times and thanks again!!



Jul 17, 2016 12:12 PM
Fred Griffin Florida Real Estate
Fred Griffin Real Estate - Tallahassee, FL
Licensed Florida Real Estate Broker

    Board of Realtors weekly meetings or lunch meetings.  They are looking for someone to provide food, they will give you a few minutes to give a presentation.  You can pass out B-cards, promotional items, meet and greet.   You may need to join as an "affiliate".

Jul 17, 2016 05:39 AM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Pizza is a big turn on for me!  

Jul 17, 2016 04:05 AM
Liz Wallace
Century 21 Sherlock Homes - Rockville Centre, NY
Broker C21 Sherlock Homes, Rockville Centre, LI, N

I would never have coffee with a lender, ask the Broker or Manager if you can do a 10 minute question and answer (you have to keep it short) meeting for the Agents.

Jul 17, 2016 03:49 AM
Lyn Sims
Schaumburg, IL
Real Estate Broker Retired

Remind me how tidbits of your knowledge might get me new business.

New low down loan? Something with a higher back end ratio?

BTW I've been doing this a long time & just found out there is a VA condo approved list. I thought it was always the same as FHA but that is not true. Whodathunkit!

Why do referrals always go in your direction? How about sending out a buyer or two. If you don't have any, you're not doing social media right.

Jul 17, 2016 03:25 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

I'll admit it, I'm guilty.... I haven't sat down with a lender for a cup of coffee ever. I've worked with the same group of tried and true lenders for more years than I can count and they rely on my referrals and I on their referrals. You might need to try some networking around town.

Jul 17, 2016 02:17 AM
Michael Jacobs
Pasadena, CA
Pasadena And Southern California 818.516.4393

Hi Tom -- good luck in your new location.   Get out into the real estate community and meet new people.   

Jul 17, 2016 02:15 AM
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate Services

Get out and network. It's tough because once I find a lender I am happy with ... I am loyal to that lender. I've been invited to meet with other lenders for coffee, etc. and I decline. You say ... "We all have great rates and low fees and wonderful service" 

But that is untrue for me ... wonderful service is lacking in many.  I wish you all the best and much happiness and success in your new location.

Jul 17, 2016 02:05 AM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Tom Burris Face-to-face networking always works.

Jul 17, 2016 01:48 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Face to face meetings with managers. Offer to host a sales meeting. Promote your strengths!

Jul 18, 2016 12:12 AM
Harry F. D'Elia III
WEDO Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

A lender gets my attention to discuss how we are going to build each others business plus exchange leads with one another. That is a great lender to me.

Jul 18, 2016 12:03 AM
Chrissi Chapman Topoleski
Coldwell Banker Realty - Woodbridge, VA
Helping agents live an exceptional life!

Leads! :)

Free marketing materials.

Workshops for agents and clients.

My preferred lender gives me market watch posts for my business FB page.

Offer to sit at open houses.

Sponsor a lunch and learn at a broker's office.

Follow through on any and all promises you make.

Stay in touch without always trying to sell yourself!

Jul 17, 2016 11:23 PM
Richard Weeks
Dallas, TX
REALTOR®, Broker

Providing my clients with good service

Keeping me in the loop

Attending closings

Be cognizant of what a closing date is

I don't want coffee I want a professional.

Jul 17, 2016 11:22 PM
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

Contact agents, offer to do open houses with them, offer to send them a list of the lender packages you have.

Go to offices and offer to do guest speaking and Q & A at meetings

Jul 17, 2016 10:51 PM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Patricia has given good advice.

Jul 17, 2016 09:38 PM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Amanda and Jared Christiansen nailed this one...

Jul 17, 2016 09:38 PM
Roy Kelley
Retired - Gaithersburg, MD

Face to face contacts.

Jul 17, 2016 09:33 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Tom Burris - networking lunch with few lenders (one at a time, of and introduce yourself! They really like it!

Jul 17, 2016 03:37 PM
Noah Seidenberg
Coldwell Banker - Evanston, IL
Chicagoland and Suburbs (800) 858-7917

Giving good customer service.

Jul 17, 2016 12:59 PM
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

Hey Bill, I have a client for you!

Jul 17, 2016 11:59 AM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Provide great service, communication, be competitive, sponsor events at my Board and dont be a pest.

Jul 17, 2016 11:55 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Join the local board and get involve.

Jul 17, 2016 10:48 AM
Teri Pacitto
Compass - Westlake Village, CA
Real Estate, Your Style...Your Home...My Specialty

Do what you say you will and when you say you will do it.  Know your product and always be upfront and tell the truth.  In other words don't just tell. Buyer what they want to hear and that applies to me as well.  

Be professional as I like to align my business partners with those who reject the way I conduct my business.  I've found lately that the process is ever changing.  Best of luck and I think you'll be fine as you are asking questions and putting yourself out there.  


Jul 17, 2016 09:50 AM
Tony Lewis
Summit Real Estate Group - Valencia, CA
Summit Real Estate Group Valencia & Aliso Viejo

Simple! Answer calls and text immediately and be avalialble 24/7.  You will have more business than you ever expected.

Jul 17, 2016 09:16 AM
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

Get the attention of buyers. if buyers are impressed, agents will hear about you!

Jul 17, 2016 09:01 AM
Larry Johnston
Broker, Friends & Neighbors Real Estate and Elkhart County Subdivisions, LLC - Elkhart, IN
Broker,Friends & Neighbors Real Estate, Elkhart,IN

Buy him a drink of his or her choice.

Jul 17, 2016 07:51 AM
Brenda Mayette
Miranda Real Estate Group, Inc. - Glenville, NY
Getting results w/ knowledge & know-how!

Send a prequalified buyer, don't overpromise & under-deliver, and effectively communicate (timely & complete sentences!).  ;)

Jul 17, 2016 07:33 AM
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

Service and communication.

Jul 17, 2016 07:21 AM
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

By referring me a qualified and pre-approved buyer and then showing themself to be quick to return my calls and close on time.  That would surely get my attention.

Jul 17, 2016 05:34 AM
Mike Rock
Complete Design - Granite Bay, CA
Granite Bay Luxury New Construction...For Less

i would simply ask  to meet, they will say they are busy. i would  show up at open house just to shake hands, (if another loan person isnt there perhaps)  or if they like to text or email, stay in contact and not with drip marketing.. i hate that chit...i would rather a personal 2 line follow up and maybe speak of new product... i might ask for the TUFF deal others cant seem to do

Jul 17, 2016 03:33 AM
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

tough to break into relationships that are carved in stone.... make yourself known and follow what Pat Kennedy recommended...

Jul 17, 2016 02:34 AM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

Lending and interest rates are low on the priority list. Most people these days are not concerned as much about lender since the rates are at rock bottom for sometime now.


Jul 17, 2016 02:02 AM
Raymond E. Camp
Ontario, NY

Returning phone calls and keeping me informed on a loan status.

Jul 17, 2016 01:35 AM