How To Create New Relationships with Industry Professionals

I am a Loan Toolbox member (http://www.loantoolbox.com/) and I listened to a conference call today that gave some pointers on some ways to build new relationships with new industry professionals.  These tips will help you decide who you really want to do business with and who you might want to weed out.

1.     First, call 5 people from your database whether they are past clients, other industry pros, Realtors, loan officers, etc...

•          Call to check in with them, see how things are going and see what's new

•          Ask them for help in building your business, people do like to help each other

•          Ask them for some people they may have worked with when buying a home such as Realtors, Loan officers, title agents, etc...what accountant do they use and why...do they have a financial planner...etc..

•          Now you have a list of a few people you can contact

2.     Before you contact the referrals, do some research about them online...Google their names, look for them on Facebook, etc...check out their website...get to know a little about them.

3.     Next, send them a Handwritten Note to make a personal connection.  Use a handwritten note as they may at least look at it...even if they toss it out...your name has crossed their mind even if only momentarily which is important

•          In the note you want a few specific things...

•          Start note with Dear (insert name),

•          Introduce yourself in the note, tell them you have heard great things about them from some people lately, and mention that you HOPE to meet then soon.

•          Pop in a business card and send the note

4.     Next step is to CALL and leave a Voice mail a few days after the Note was sent...very important to leave a voice mail and not to get them on the phone at this point.  If you get them on the phone right away, then they may feel like you are just being a push sales person.  Leaving the voice mail will not put them on the defense. In the voice mail you want a few specific things mentioned...

•          Mention that you Hope they got the note you sent them the other day

•          Mention again that you heard some great things about them lately

•          ..."based on what I've heard...I THINK there may be a fit for us to CONSIDER doing some business together...BUT, I am not sure...I would like to learn some more about what you do in your business...I will call you back to schedule a quick 20 MINUTE appointment.  If there is not a fit between us then no harm and no foul. But I think there may be a fit.

5.     Next step you send them a cheap book you have read that has helped you in your business...maybe motivational...sales techniques...using social media...etc...

•          In the inside cover of the book, hand write a quick note and sign it.

At this point, you have sent them a handwritten note, left them a voice mail and sent them a little gift to help their business...if these steps are followed there is approx. a 95% success rate for getting a 20 Minute appointment.  Tomorrow I will blog about what to do with the appointment once you get it.  There are a few things that will help you prepare for the appointment the proper way.

Keep your eyes open for The Vaught Team's Tips that will be coming throughout the year.

Justin Vaught       Licensed Loan Officer (NMLS #260072)          The Vaught Team @ Peoples Mortgage Co.
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