There is also a group of people who make a living from your activities in this book -- yes, you, the agent, are the “rainmaker!” You institute lead generation systems, which bring clients to the table. These lead generation systems allow affiliate industries to make money from the profits from their products/services sold that need to be purchased concurrent with your real estate service. It would make sense that if you were able to create more leads and you were loyal to one affiliate then that affiliate would obviously have more business. What if the affiliate was brought to the table with the understanding that it is partly their responsibility to help with some of the systems that may be easy to obtain because of their brand of assistance? As long as they made money, too, they would think you to be the genius you are!
The following affiliates are people who have signed up with my programs to team up with their top real estate agents:
A. Lender or mortgage companies
B. Title or other closing companies
C. Termite companies or other pest control companies
D. Escrow or other closing entities
E. Closing attorneys
F. Insurance companies and accountants - to whom you have been loyal
G. Home warranty representatives
H. Hazard professionals such as radon, earthquake, or flood inspectors
I. Handyman
J. Moving company
K. Other paid associates such as your printer, sign company, handyman, computer consultant, etc.
I tried to consistently use just one professional in each of these categories. I promised this professional as much business as I could get them. In fact, I went so far as to generate business for them in my seller’s listing presentations. I would let my seller know that the transaction cannot be properly monitored unless my affiliates are actually in charge. I was aggressive in preparing counter offers, asking my affiliates to be involved in transactions on all my client’s offers. For instance, when I would represent the seller and the cooperative agent would bring in the contract, I would always counteroffer for the use of my lender affiliate. The counter offer would be as follows:
“Buyer to be pre-approved through Dixon Judd at XYZ Lending. After pre-approval, buyer is free to use any lender of their choice.”
All this promotion of my affiliates was greatly appreciated. In fact, I even told them that they did not have to spend marketing time asking for my business any longer. I no longer needed their rate sheets, donuts, sticky pads, pens, or other promotions to keep their name uppermost in my mind. I pledged total allegiance to my affiliates, let them spend their time soliciting other agents, and turned my business into an annuity for them.
In return, I asked them to become a team member and become involved with simple lead generation activities that lessened my time spent in generating leads and customer service.
Here is an example of how my lender team member solicited FSBOs.
Date
Name
Address
City, ST ZIP
Name:
In reviewing the current properties for sale, I notice that we are temporarily in the same sort of business. I am not a REALTOR®, but I am a real estate mortgage lender. I actually find the money to make real estate transactions happen. I am writing you because I would like to meet and pre-qualify any potential buyers for you, and I would also like to assist you should you decide to re-purchase in the area.
When I pre-qualify buyers, like I do for Realtors®, I check their credit, down payment source, employment, and any other factors that may enhance or detract from their ability to obtain a new loan. This information is paramount to a transaction. If you do not have it, you may waste many weeks if you subsequently find that your buyer cannot qualify for a loan. So, think like a real estate agent: you must pre-qualify all buyers before entering into contracts with them to ensure a fast and smooth closing.
Your own pre-qualification is also important. Pre-qualification, coupled with the amount of money you will receive as net proceeds from the sale of your home, will determine the dollar amount of your new purchase. These are very important amounts to know and this will help determine the type and price range of your next property. Both of these complicated procedures can be handled at no expense to you. I provide these services with the sole expectation that if I deliver prompt service and competitive rates, you will consider using me as the mortgage lender for you home and your buyer.
Finally, because I am involved in this industry full time, I know all the best title and escrow companies and the best Realtors® in town. Since I will not receive any commission from the sale of your home, my guidance is free! I have been dealing in this market for many years, and I know how important it is to use team members who have good track records and many satisfied clients. I can tell you who these people are.
I will call you next week just to see how you are doing. Please email me the names and phone numbers of buyers who look at your property and I will report back to you with their qualifications.
I can also deliver a form showing you ten ways your property can be financed. The more options you give your buyer, the better chance we can sell it!
I want to be an asset and a resource to your real estate decisions. Please do not hesitate to call me at (PHONE NUMBER). I look forward to helping you.
Sincerely,
Dixon Judd
XYZ Lending
When I gave my affiliate my loyalty package including everything we have talked about, when I featured them on the trusted affiliates section of my website, when I freed them from the mundane marketing activities at my office, and when I constantly promoted them to other agents in my office -- they can be called upon to be in charge of systems where they actually make more money, too.
It is time for you to re-think the relationships you have with your affiliates. It is time to put together team approach lead generation systems that will not only pay off to you, the real estate rainmaker, but also for the affiliate in many ways.
I have written a system entitled Teaming Up, which shows all the joint lead generation systems, third-party endorsements, and other systems that numerous affiliates around the world have implemented with other top real estate agents. The systems are complete and ready to implement.
