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Sometimes, in an effort to attract new business, you may be tempted to develop mortgage marketing materials that promise the world. Unfortunately, there are some Realtors that are more than willing to take you up on your offer.
One of the challenges of being a full service loan officer is establishing boundaries for those real estate agents. It is not really a matter of becoming confrontational. Instead, develop an understanding of their behavioral style so that you can better handle them with ease. When you understand how to deal with these demanding clients, you will not be blindsided if your mortgage marketing efforts produce Realtors you almost wish you had not met. What Motivates Demanding Realtors Demanding Realtors rarely want to make your life miserable. They do however want to feel in control. They may be more assertive and highly task oriented. To them, they are merely being assertive, while others view them as control freaks. Demanding Realtors tend to focus on achieving their objectives, to the exclusion of others. They often tune out other speakers, and can be overly blunt or sarcastic. They do not view themselves as being rude or abrupt, merely focused on task. When Misunderstandings Occur It is easy to get frustrated working with these Realtors. Some people even perceive their abruptness as rudeness. That is why it becomes all too easy to take their comments personally and feel frustrated, perhaps begin to tune out the Realtor entirely. The key to minimizing misunderstandings is to realize just how task focused these individuals are. When you realize that they are not deliberately trying to hurt feelings or make characterizations. They are merely focused on getting their priorities met. Handling Demanding Realtors The first step in working with these kinds of Realtors is to remain cool and in control when talking with them. Avoid getting rattled just because they seem to be reacting is if the situation was the urgent. Do not try to make small talk, these individuals prefer a business like and focused communication. If you need to collect your thoughts, ask to put them on hold while you grab the file they are referring to. This simple gives you an opportunity to take a deep breath and relax. Remember, these Realtors take what you say quite literally. Do not over promise but instead establish very realistic expectations. Be confident in your ability to answer their questions instead of giving tentative answers. While it is tempting to avoid working with these types of clients, it may be detrimental to your business. These demanding Realtors are the high volume, and a highly motivated one can be a great asset to your business. The trick is to communicate with them effectively to maintain a strong relationship with them. When it comes to developing mortgage marketing materials, these Realtors are going to respond to carefully crafted brochures that give proof, not merely make promises; they are looking for simple, direct, clear and result oriented materials. The key to developing a strong clientele is to understand the many different communication styles and adapting your style to accommodate and service them. Then your business relationship will grow into a fruitful partnership. |
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