Today is Tuesday, which means it’s time to reach out to our active pipeline. Now, I know we’re calling to give updates, but let’s not forget—the update is just the trojan horse. The real purpose of these calls is to ask for the business.
Every transaction gives us the chance to connect with multiple people—the borrowers, the selling agent, the listing agent, the title or closing agent, and even the insurance agent. That’s up to six contacts per deal that we can keep in the loop. But here’s where we really make an impact: we don’t wait until the end of a deal to ask for referrals. We do it now—right in the middle of the transaction, when everyone’s engaged and talking to their networks.
Let’s talk about listing agents for a minute. Most loan officers completely ignore them, but they can be a huge source of future business. The truth is, they rarely hear from us. When you take the time to call a listing agent every Tuesday, give them a quick update, and offer your support, you can wow them. This simple action goes a long way in starting to build a real relationship with them.
And here’s why that’s more important than ever: with the recent NAR lawsuit and shifts in commission structures, more and more buyers are going directly to the listing agent. Many are worried about paying a buyer’s agent commission out of their pocket, even if it’s usually not the case. This makes listing agents an even bigger source of buyer leads right now.
So, when we make our calls today, don’t just give an update and move on. Engage with everyone on that list—especially the listing agents. Ask for their business. See how you can help. Build that relationship now, during the transaction, when the momentum is high.
This is your moment to set yourself apart from the competition. Let’s make it count today!