For years and years, I’ve heard Credit Unions say “what do we need to do to get more Realtor business”. Or I’ve heard some say “I don’t want to work with Realtors because they steal my member .”
We take them donuts and send them rates sheets and try and try and try to get them to send us business. Sometimes it works, but often times it doesn’t.
Perhaps we’re going about it all wrong……
Remember the Realtor only gets paid when they sell a home. So they are probably hesitant to move to another lender if they’ve got a decent and dependable one.
But every Realtor has challenges or problems. Some may need help marketing. Some may need help with their continuing education. Some may need help understanding how changes in mortgage regulations could impact their home buyers. Some may need technology help. But just like everyone else, they all need help.
Be that help to a Realtor. Make their problem your problem. How do you do that? …Well, I’ve got four ideas:
1. Become an affiliate member of your local Board of Realtors. It’s usually pretty cheap and go start hanging out with Realtors.
2. Ask a Realtor what challenges they are facing. What makes it difficult for them to sell a home?
3. Register on the National Association of Realtors’ website and sign up for the NAR weekly email newsletter.
4. Every other month go read their Realtor Magazine online.
Try to understand the mortgage world from the Realtor’s view and think about what your Credit Union could do to make it easier for them to sell a home. Make their problems your problems and in doing so you’ll find a partner in the home buying world which will allow you to become more memberlicious.