A few years back, I had the privilege of attending the Prospect Mortgage Semi-Annual Meeting. They invited me to join them in order to talk about how mortgage professionals can provide value to their Realtor® partners. Specifically, we discussed how to identify good partners and build winning relationships.
On the drive home from the meeting and at several points in my life thereafter, I began to consider the deluge of requests for appointments that I receive on an ongoing basis. I actually do take most meetings and set appointments with any mortgage professional, title or escrow representative that wants to meet with me. But, my question is, do you?
Here are four good reasons to meet with Realtor® affiliates—even if you don’t think that you want to:
- You get to practice your elevator speech. The more people you talk to about your business, the more proficient and professional your presentations will be. Share what you are looking for in a strategic partner, how you provide value, and what values you are looking for in others—good communication, trust, honesty, etc.
- You get to practice your listening skills. The best way to learn about whether someone will be a good strategic partner for you is to listen to what they have to offer. The more you listen, the more you will learn. You will either be impressed by what you hear or the other individual will cook their own goose. You won’t have to do anything; they’ll talk themselves into a hole from which there may be no escape.
- The contenders will become obvious. Cream rises to the top. And, the more people you speak with, the more obvious it will be to you as to whom would be a good fit for you—who is killing it in real estate. Your partner will make himself (or herself) known.
- More meetings mean more closings. It’s a numbers game, of course. And, the more people you meet, the more chances you have of putting together a transaction. When you take a meeting, you meet someone new. Perhaps you make a lasting impression and somehow that person introduces you to someone who could really make an impact on your business.
So, the next time you decline a meeting or ignore a phone call from someone requesting a meeting, carefully consider the benefits or saying “yes” and setting a date. Your next meeting could be your best one.