Why Realtors Hate Average Joe LOs (And How to Flip the Script)

10/17/19 • 25 min

A lot of loan officers dread reaching out to Realtors because they’re under the impression that Realtors instinctively hate dealing with them. How can we stop acting like the average loan officer Realtors abhor, and start flipping the script? Should we be less selective or is being too inclusive harming our chances? In this episode, we discuss how to stand out from the pack of average loan officers

Strive to come across as a welcome guest, rather than an annoying pest.
- Doren Aldana

Takeaways

Stop being a loan leech. Realtors can tell when we’re approaching them looking for business without anything to offer in return. Make sure Realtors know we’re coming to give, not just get.
Offer value by showing Realtors how they can make more money. If we show Realtors how they can get more business, they’ll see us as valuable.
Make Realtors feel special by offering them exclusive benefits for working with you. By being more exclusive, we boost our profile and instantly become more attractive.

In this episode, we discussed why it’s so important to set ourselves apart from the rest of the loan officers in our markets. We explained why we need to offer exciting, unique value to Realtors, so they know we’re their only option if they want to be successful.

We also discussed:

Why we should be positioners, not prospectors
How confidence makes all the difference
The importance of behaving like a winner

Reaching out to Realtors doesn’t need to be anxiety-inducing, as long as we know we hold their key to success. To do this, we have to stop acting like the average loan officer: a leech who wants to get more than give. If we can show Realtors how to make more money in less time, we position ourselves as winners in their eyes. We also show them that we are willing to offer the Realtors that work with us outstanding benefits. No one likes being around the average Joe LO, so let’s start separating ourselves from the pack.

Strive to come across as a welcome guest, rather than an annoying pest.
- Doren Aldana

Takeaways

Stop being a loan leech. Realtors can tell when we’re approaching them looking for business without anything to offer in return. Make sure Realtors know we’re coming to give, not just get.
Offer value by showing Realtors how they can make more money. If we show Realtors how they can get more business, they’ll see us as valuable.
Make Realtors feel special by offering them exclusive benefits for working with you. By being more exclusive, we boost our profile and instantly become more attractive.

We also discussed:

Why we should be positioners, not prospectors
How confidence makes all the difference
The importance of behaving like a winner

Previous Episode

5 Reasons Why Buying Leads is Stupid (And What To Do Instead)

Buying leads has become extremely popular with loan officers who think they’re saving time, but in reality, they’re actually doing it the hard way. Why is buying leads a bad idea? Could they be doing more harm than good? In this episode, we discuss why buying leads is a bad investment of our time and money, and could end up damaging our positioning within the industry.

Takeaways

Avoid wasting money paying for the same leads as competitors. Bought leads are not necessarily exclusive, so they’re definitely an unwise investment.
By spending our time chasing bought leads, we miss out on opportunities elsewhere. Don’t waste time on leads that may not even convert at all.
By buying leads who are probably being pursued by our competitors, we fail to set ourselves apart. If we approach them at the same time as everyone else, we risk competing on cost alone.

At the start of the episode, we learned that most bought leads are poor quality and not exclusive. We discussed that bought leads are a poor allocation of our money, and spoke about why it’s important to upgrade our thinking and stop doing it the hard way.

We also discussed:

Why we should be hiring an expert to find leads for us
The importance of a third party endorsement
Why we should aim to be authorities, rather than prospectors

We may think that buying leads will save us time, but they actually do little to help us and our businesses. They are a poor investment of both our time and money, and stop us from showing potential clients what makes us unique. Buying leads is a poor choice, and one we need to stop making soon.

Next Episode

3 Limiting Beliefs (You Think Are True) That Kill Your Success

Many of us believe that what gets in the way of our success are the circumstances and external limitations in our lives, whether it’s a lack of opportunity or the real estate market. The truth is, very often, we’re held back by our own untrue thoughts, ideas and beliefs about what we’re capable of, and what it takes to become successful. What are some of the beliefs that limit our ability to manifest our dreams? How do they stop us from being effective and productive? On this episode, I share on the erroneous limiting beliefs that hold us back, and how to make a bold, intelligent, and strategic investment in our breakthroughs.

The most precious and valuable reward for success isn’t what you get, it’s who you become.
- Doren Aldana

Takeaways

Everything we have right now is a result of our current comfort zone. It’s impossible for us to go beyond that if we don’t get out of our comfort zones and stretch ourselves.
Before we do the activities that will make us successful, we have to become people who can attract that success. We do this through things that feed our minds and souls, like prayer, meditation, studying, visualizing and affirming.
Attracting top Realtors is not hard, but if we believe it is, we will struggle. If we have a formula and the right mindset, we can attract agents pretty easily.
The metaphysical realm is the source of our power to create and manifest the lives we want.

At the start of the show, I talked about how having the wrong foundational thoughts about ourselves and ability to succeed set us up for failure. Next, I talked about why greater levels of success never take place in our comfort zones, and why it’s non-negotiable to work on ourselves before our businesses. Towards the end, I shared on the danger of thinking that top producing agents don’t want to work with us.

I also shared;

Why we have to think and operate differently if we want to level up
How reinforcing the status quo kills our growth
The importance of owning our victory in advance

Success doesn’t happen by accident, it happens by design, through mindset and taking the right action. One of the most important things we need to do in our path to success is get rid of the mental and emotional stumbling blocks that trip us up. These beliefs will take away our power, productivity, peace and profits, so we need to replace them with a belief system that builds us up. Once we lock in the correct mindset, the actions become easy, and the massive effort we inject into our goals will pay off in a huge way.