Leave the two other lenders in the dust

It’s annoying to feel like a relationship is one-sided. Like you’re one of many, instead of someone’s one and only. 

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But asking to be exclusive is a big step to take…

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And I’m not talking about just any relationship.

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I’m talking about a Realtor and Loan Officer one. 

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A lot of people ask me: “how do you get an agent to refer to you and you alone, without being too overly aggressive?”

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Here’s my go-to script for having that conversation about being an Agent’s #1.

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Start gentle, and say this:

“Hey, I'm honored to be part of your rotation of lenders…”

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And then ask this:

“...would you be open to some feedback?”

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Then lay down some evidence-backed logic:

“I’ve found people lead busy lives. They trust YOU to refer them to who you think they’ll do well with, and for you to save them time. 

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Additionally, most first time homebuyers are already anxious and confused about the entire home buying process and talking to multiple lenders only confuses them more. 

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A lot of Agents believe it's policy to refer 3 lenders at a time…

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But I actually called the National Association of Realtors and nowhere in the Realtor handbook does it say you have to refer 3 lenders, and selflessly, in looking out for your best interest, don’t even refer me if it’s with two other lenders. 

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Set up for the BIG question: 

And I’ll also tell you this:

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I'm building a huge network of contacts and there's going to be a day that I’ll be able to refer you.

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But I’m NOT gonna refer you alongside two other Agents because I trust you will do a great job.”

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Now it’s time to cross home plate:

“...so would you have any reservation in referring me directly?”

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Boom.

Now, here’s the thing, this is not a magic pill that works every single time, but:

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You’ve bent the probability curve towards you. 

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Like any relationship, it just takes gaining their full trust.

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And after they have referred you, make sure to have that new exclusively referred homebuyer text the referring Agent AFTER your initial consultation about their experience with you. 

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That will affirm why you, and only you, should be referred exclusively moving forward. 

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Now, my friend, you have the goods. 

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Be confident and be #1, and their only one ;)

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-Amir

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Here are your action steps for today:

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Make a list of those Agents you need to have this conversation with, and start spitting this fire script like a dragon!

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