Robert Maxwell, Lender serving MD, PA, VA and GA (VanDyk Mortgage)

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John Meussner
Mortgages in AZ, CA, CO, DE, FL, GA, IN, MD, MN, MT, NC, NJ, NV, OK, OR, PA, SC, SD, TN, TX, UT, VA, WI - Fair Oaks, CA
#MortgageMadeEasy Fair Oaks, CA 484-680-4852

I'd recommend teaming up with a mentor with far more experience in the purchase business.  Purchases have so many more parties involved, moving parts, and potential pitfalls than refinances, and while you never want to mess up someone's refinance application, messing up a purchase because of inexperience can have devastating impacts on people --- you don't want to advertise yourself as a purchase LO if you're inexperienced --- your reputation will get destroyed quickly that way.


If you have someone that can help you make sure your purchase applications are great, then figure out what specific value your company offers to home buyers or real estate agents, and promote the heck out of those value adds.  It shouldn't be about what business people can give you, but how you can help their business.  When that's the focus, the business comes in naturally.

Mar 16, 2017 01:01 PM
Anna "Banana" Kruchten
HomeSmart Real Estate - Phoenix, AZ

Robert I would join a local chamber of commerce and begin building relationships. And if there is a  referral network or two I would also get involved in that too.  All it takes is a few people to trust you and want to send you business.

Mar 16, 2017 01:36 PM
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

By being physically present everywhere possible. Every chamber mixer, every community event. Pitch in and help but don't oversell yourself. There's a local attorney that I refer everybody to. I met him at a Christmas party at a title company and thought he was so genuine and so nice. I didn't know what he did for a living until we exchanged business cards.

Mar 16, 2017 03:26 PM
William Feela
Realtor, Whispering Pines Realty 651-674-5999 No.

Make sure that you refer buyers and sellers to the agents you want business from.

Mar 16, 2017 03:23 PM
Scott Lawson
America's Home loans - Santa Rosa, Petaluma Mortgage Broker - Santa Rosa, CA
Mortgage Broker FHA, VA, refinance or purchase

You have to become a valuable asset. Try not to work with every agent in your county--find a few that have similar personalities (basically you have to be able to stand each other).

How to become a valuable asset? There are many ways, but you should start with generating your own leads and become the referral source. Don't ask for anything until you've given...If you're cold calling asking for handouts, you're a nuisance--don't be a nuisance. If your manager is slamming you to call on realtors, it's time for new digs.

You take care of other people, some may take care of you as time goes on...

Mar 16, 2017 02:17 PM
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

John Meussner summed ity up nicely.

You have to network, you have to be a giver.

I'd ask Jason E. Gordon for advice, he'd share some valuable info with you.

Mar 16, 2017 08:56 PM
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy


What John Meussner said.

Mar 16, 2017 08:27 PM
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

Be with a company with a great reputation.

Mar 16, 2017 03:03 PM
Barbara Todaro
RE/MAX Executive Realty - Happily Retired - Franklin, MA
Previously Affiliated with The Todaro Team

I'd follow John Meussner 's advice.... good guidance for you....

Mar 16, 2017 01:08 PM
Richard Weeks
Dallas, TX
REALTOR®, Broker

Provide stellar service.  Keep the buyer and their agent informed.  Be cognizant of closing dates.

Mar 16, 2017 12:52 PM
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Robert Maxwell - the best way to go is working by referrals - Buffini & Company style...

Mar 16, 2017 10:40 PM
Troy Erickson AZ Realtor (602) 295-6807
HomeSmart - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Robert - Of course networking and getting in front of as many agents as possible is the key to finding the right partners. Join your local association, chamber, and start offering your services and expertise.

Mar 16, 2017 10:21 PM
Debe Maxwell, CRS
Savvy + Company (704) 491-3310 - Charlotte, NC

GREAT answer by John Meussner!

Mar 16, 2017 08:45 PM
Nathan Gesner
American West Realty and Management - Cody, WY
Broker / Property Manager

Start calling brokers and ask them to lunch. Be prepared to tell them what benefit you will provide that others can't. Schmooze them a little, get to know them, and then continue to follow up with them regularly.

Mar 16, 2017 08:29 PM
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Join the local Realtor Association as an affiliate member and network and get to know agents. We do business with those we know.

Mar 16, 2017 06:37 PM
Sam Shueh
(408) 425-1601 - San Jose, CA
mba, cdpe, reopro, pe

Do open house for realtor to meet buyers.  I expect no refi or PMI removal. Just new purchase with the interest rate changes.

You can also go to realtor office offering your service at sales meetings.


Mar 16, 2017 05:17 PM
Diana White-Pettis
Bennett Realty Solutions - Upper Marlboro, MD
GRI, CDPE, CNE, WHC Upper Marlboro Homes for Sale

Start with a mentor who has built an excellent reputation and business.

Mar 16, 2017 03:50 PM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Lenders have a connection to buyers and are of aide to sellers agents too. Keep up the "seeding" process. You will have a good crop soon enough

Mar 16, 2017 03:27 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

The new kid on the block. It is and will be an uphill slug.

The 'old timers' have their corral full and are not receptive to using THEIR client for your OJT.

So, focus you energies on the not so skeptical bunch, those with less that 3 years in the business. They too are looking for a clue and are more likely to collaborate and grow your businesses together.

How do you get a list of real estate agents with the date license was issued? You buy it.

So, what do you have to offer that an agent has any interest in?

Outstanding service? You are wasting your time. That is a given, not a feature.

What do you have to offer that an agent has any interest in?

Can you staff an open house for safety as well as implement the purpose?

Do you have suggestions for maximizing the outcome of the open house?

Do you have LEADS for the agent?

Do you have resources to help the agent generate leads. (sorry, a home search app doesn't get it any more)

How about offering a subscription to a client loyalty plan like BellaRuby.

Better still high quality leads YOU assign through CIS Score.

Agents, with all their marketing education and skill are bought and sold goods and services in exactly the same way as every one else. Experienced agents are interested in Faster, Cheaper, Better and Easier.

Newbies are receptive of messages containing transformation and opportunity. They are not so skeptical, and willing and able to be taught.

Get your tool kit together and target the receptive agents with your helping resources.


Mar 16, 2017 01:31 PM
Kasey & John Boles
Jon Gosche Real Estate, LLC - - Boise, ID
Boise & Meridian, ID Ada/Canyon/Gem/Boise Counties

Go to local networking events for the local realtor boards, become an affiliate and sponsor things, take real estate agents out to coffee - don't hard sell them just get to know them and their business. One of my preferred escrow officers and one of my preferred lenders took us out to coffee. We were brand new agents and the escrow officer took the time to treat us like valuable additions to the real estate community. That was back in 2004 and we still work with him regularly. The lender (who has now done 4 of our personal loans as well) took me out to coffee and I told her that we already had preferred lenders and weren't looking for more so she shouldnt expect business from us. She was kind, not pushy, kept in touch and then when things changed with other lenders we worked with about 3 years later and one moved out of the area we gave her a shot. She is excellent and we have been working with her for 9-10 years now. Both started with a simple cup of coffee and getting to know us without overselling themselves.-Kasey

Mar 16, 2017 12:52 PM
Bob Crane
Woodland Management Service / Woodland Real Estate, KW Diversified - Stevens Point, WI
Forestland Experts! 715-204-9671

May want to build a reputation for excellence with your blog.

Write plenty of informative posts.

Network with local Active Rain members by commenting on their blog posts.

Eventually they will start to notice you send clients to you.

Mar 16, 2017 12:44 PM
Dave Martin (703) 585-4687
Fairfax Realty - Fairfax, VA
Making Realty Dreams a Reality #WeWillGetYouHome

You've got plenty of great answers here and I have never looked and building a lender business so I will read.

Feb 21, 2018 06:11 PM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Join your local board, get to know new agents that are joinging, they do not have lenders yet.


Mar 19, 2017 09:43 AM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I have had some lenders attend open houses with me, as it is useful to have someone on hand when a buyer starts asking financial questions.

Mar 19, 2017 06:32 AM
Harry F. D'Elia III
WEDO Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR


Mar 19, 2017 05:28 AM
Ryan Huggins - Thousand Oaks, CA - Thousand Oaks, CA
Residential Real Estate and Investment Properties

Open houses is a good way, especially if you are willing to work the open house and talk with buyers looking for loans.

Other ways: get involved in your local real estate association.  Go to their mixers, sponsor events, give a class on some mortgage topic, etc.  That's where I've met most of the lenders I work with and many of my service providers.

Mar 18, 2017 10:44 AM
Roy Kelley
Retired - Gaithersburg, MD

Build your referral network.

Don't expect referrals if you are not sending out referrals.

Mar 18, 2017 08:28 AM
Kathleen Daniels, Probate & Trust Specialist
KD Realty - 408.972.1822 - San Jose, CA
Probate Real Estate Services

The relationship between lenders and agents is a one-way street for agents. I do not expect any business to come to me from a lender.  I expect exceptional service and that the lender knows their business.  I have a great lending partner who gets all of my business.  He deserves it. They are damn good at what they do. They don't do certain kinds of loans as they do not wish to dilute their expertise.  I respect that beyond words!!!!

Mar 17, 2017 08:28 AM
Sandy Padula & Norm Padula, JD, GRI
HomeSmart Realty West & Florida Realty Investments - , CA
Presence, Persistence & Perseverance

Engage one-on-one with agents and then seek their endorsements with their peers.

Mar 17, 2017 07:26 AM
Jennifer Mackay
Counts Real Estate Group, Inc. - Panama City, FL
Your Bay County Florida Realtor 850.774.6582

John Meussner has your answer

Mar 17, 2017 05:49 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Get involved as an affiliate member with the local board so people know who you are! Takes time but can be very beneficial!

Mar 17, 2017 05:27 AM
Tony and Suzanne Marriott, Associate Brokers
Serving the Greater Phoenix and Scottsdale Metropolitan Area - Scottsdale, AZ
Haven Express @ Keller Williams Arizona Realty

Having never been a lender, I'll have to read and learn...

Mar 17, 2017 05:19 AM
Eve Alexander
Buyers Broker of Florida - Tampa, FL
Exclusively Representing ONLY Tampa Home Buyers

True story of how to get business...

About 20 years ago I owned a RE office and a large mortgage company (42 loan officers).  My sister was also a loan officer.

A new loan officer from another company started calling me and coming by my RE office.  I had no interest in him.  He was persistent, likable and he always had a tidbit for me of what  was going on in the mortgage industry. 

I still had no interest in him. He was still persistent.

Then one day I threw him a crumb.  He did such a brilliant job that I took notice.

Today, I no longer have a mortgage company but he has become my number one mortgage guy.  He is still the smartest and most creative guy around.  He knows everything about everything financing related.

John Meussner gave you great advice.

Top agents like to work with the best...learn everything that you can.



Mar 17, 2017 05:17 AM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate


Mar 17, 2017 04:59 AM
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

Not a lender, so don't have a good understanding of how you build your business. But you don't need me, as John Meussner seems to have covered it well.

Mar 17, 2017 04:01 AM