Maybe you’ve received a “Let’s meet for coffee” invitation from a mortgage loan officer. How should a real estate professional handle being prospected?
Even if you have a preferred lender or two, you might find value in meeting beyond just a free cup of coffee, says Ryan Brandenburger, branch manager of Ohio-based
CrossCountry Mortgage. Here are three points to consider asking a mortgage loan officer about.
- Tips on the current loan process. The lending atmosphere is often shifting. A conversation with a local officer might provide insights you can share with your own clients and prospects. “If they are taking the time to reach out, vet the lender and see if you could take advantage of this relationship,” Brandenburger says. “Typically, a great loan officer will share information and tips about the loan process that you probably aren’t aware of.”
- Information on mortgage products. Get up-to-date information on VA, FHA, or conventional loans, and ask about the different ways your clients can qualify for each. You could also talk about how to identify potential clients, Brandenburger says.
- Learn what other successful agents are doing. This might be a great opportunity to find out what other agents are doing well in your marketplace, such as customer service and marketing techniques.
“If you receive a phone call from a great lender, take this as a compliment,” Brandenburger says. “A loan officer has obviously noticed that you are making a splash in the market, whether through social media, positive reviews, or outstanding numbers.”
Source: Ryan Brandenburger, CrossCountry Mortgage
