1. Building Your Realtor Referral Network

2. Target List Ask title companies who is serious about building their business See if your local Board of Realtors has annual production numbers Sunday Newspaper Recognition Facebook Page Recognition Title company rep access to MLS Information RealTrends.com or Homes.com Cross sell every Realtor that does not have a relationship with you on every loan transaction

3. Build Your Database Full Name Email Address Phone Number Cell and Office Physical Address Company

4. Build Your Database Database marketing requires a layering of strategies, systems, and implementation Communicate via Email Campaigns Communicate with consistent phone calls Send Greeting cards Text Messages

5. Who’s Your Target Top Producers Newbies Up and comers Any agent that wants to grow their business

6. You have a target, now what? Call them and ask for appointment Ask for 20-30 mins of time to explore how you can help them build their business Interview them – The Realtor Needs Assessment

7. Appointment Setting Script Hey there Fred Agent, This is Paul Baxter over at Legacy Mortgage Group. I’m calling today because I’ve heard that you are serious about growing your Real Estate business. I would love to treat you to coffee and explore how I may be able to help you build your business. I’m only asking for 20-30 minutes of your time. Is Thursday at 3 or Friday at 2 better for you?

8. The Set Up Hey Freddie, very cool meeting you. (FORD a few minutes) As I mentioned on the phone I would like to explore was I may be able to help you build your business, and perhaps over time become partners with you. In order to understand all the ways I may be able to help I have this sheet I call a “Realtor Needs Assessment”. It is just some simple questions about you and your current business. Is it ok if I ask you these questions? (let them say yes) Cool, and to make sure I don’t miss anything really important is it ok if I take notes?” (let them say yes)

9. The Questions What kind of production goals do you have for 20__? What amount of production did you do last year? What amount of production have you done year to date? How many units did this equate to? How many were Buyers? How many were listings?

10. What is important to you about your current mortgage lender? How do you generate your leads? Does your current mortgage lender help you generate leads? Are there any loan programs that your current lender doesn’t have that you need?

11. Who do you admire the most in the real estate industry and why? Have you seen any marketing ideas you would like to implement? If so, what are they? What has stopped you from implementing these ideas?

12. Do you have a database? If so, how many names are on it? What software do you use for database management? How do you market to your database and how often? Do you have email addresses for all your database? Do you have an assistant? Is so, who is it, what do they do and how do you determine who to refer clients to for their mortgage needs? Who do you currently refer your mortgage business to and why?

13. Do you post your listings on the internet? And if so, how and where? Do you have a website? If so, what is your website address? How do you differentiate yourself from your competition? How important is it to differentiate yourself from your competition? Do you fully utilize Social Media? Facebook? Linked In? Twitter? Active Rain?

14. What questions have I asked today that have really peaked your interest? Do you use video in your business at all? What is your # 1 Challenge in your business today? What is the most important thing about your real estate business?

15. Be respectful of their time (repeat their answer back to them by saying) So, what I heard you say was that _________________________________________ is the most important thing about your real estate business. What will________________________ ultimately do for you in your life? Thank you for your time today. I would like to respect the initial time limit I asked you to commit to today and think about our discussion, then next week bring back some ideas on how we might be able to help you attain and exceed your goals for your business. If I am able to help you with that- would you consider partnering with us and referring us business?

16. Use the Commitment Letter and modify it based on your notes from the Realtor Needs Assessment – (go to commitment)