Questions MLOs Can Ask Realtors to Strengthen Their Business Relationships
Three Questions That Can Make All the Difference
As a mortgage broker, you probably already understand the value of networking with other professionals. One of the most beneficial relationships you can nurture is that with a realtor or real estate agent. After all, a strategic focus on these relationships can help both parties flourish and create future referral business. Whether you’re planning to attend a networking event or have invited someone for a coffee meeting, it helps to know what kinds of questions you can ask to get to know them better — and figure out how you can help each other.
Networking can and should be about creating real, lasting relationships that are less transactional in nature. But it should also be about letting a potential business partner know that you’re willing to help them out right now – helping you to stand out. If you’re ready to nurture potential realtor referral partners, try using these three questions as a starting point:
- What are your professional goals?
- What can I do right now to help you achieve those goals?
- Who do you want to add to your network?
What are your professional goals?
When you network as a mortgage broker, you need to know your potential referral partners’ specific goals so you can help them concretely achieve them. One of the first questions you should ask is what their professional goals are and what they hope to achieve both short-term and long-term.
It’s critical to look at this question from two different angles. Ask them what their goals are for their business and what their goals are for your working dynamic. With that information, you can better align yourself to ensure a productive working relationship.
What can I do right now to help you achieve those goals?
Like any successful relationship, clear and authentic communication is key. Are your potential business partners hoping to better establish themselves as a local expert in the community? Are they trying to grow their online and social media presence to attract more potential clients? Are they hoping to add expand their marketing efforts through co-branded materials?
Asking these sorts of questions can help you put your best foot forward in this relationship by asking what you can tangibly do to put your realtor friends one step closer to their goals. It might be something like co-sponsoring an event or co-marketing your businesses together.
Who do you want to add to your network?
Business—no matter the industry—is a social game. As a mortgage broker, it’s important to know when it is appropriate to ask certain questions. Asking 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 business.
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