As a mortgage broker, you are probably always looking for ways to network with others in your industry. One of the most beneficial relationships you can nurture is a relationship with a realtor or real estate agent. While you will need to put in the work to make any networking relationship viable so you can get the referrals you seek, it helps to know the types of questions to ask to get more from networking events.
After some consideration, these three questions seem to us to be a great starting point for nurturing potential realtor referral partners:
- What are your goals?
- What can I do right now to help you achieve those goals?
- Who do you want to add to your network?
Don’t get us wrong, networking can and should be about creating real, lasting relationships that are more than transactional in nature, but in business, it helps if the effort you make with others pays off at some point—hopefully in the form of multiple referrals to clients.
What are your goals?
When you network as a mortgage broker, you need to know what your potential referral partners want to achieve so you can help them in a concrete way. One of the first questions you ask (once you get past the small talk and banter) is what they hope to achieve.
It’s critical to look at this question from two different angles, too. Ask them what their goals are for their business and what their goals are for your working relationship. With that information, you can make a plan to help where you can.
What can I do right now to help you achieve those goals?
You might think you know the best way you can support your realtor referral partner meet their professional goals, but you know what happens when people assume.
Put your best foot forward in this relationship by asking what, if anything, you can do to put your realtor friend one step closer to their goals. It might be as simple as helping to promote an event or spreading the word about their business on social media.
Who do you want to add to your network?
Business—no matter the industry—is a social game. As a mortgage broker, you have to know when it is appropriate to ask certain questions. When you are networking, it is important to have your social sense on high alert so you can casually get to the bottom line. Knowing who your realtor friends want to connect with is critical if you hope to help them achieve their goals…
…and thus, plant the seed that will allow your relationship to grow into something fruitful for your mortgage broker business.
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