04:28 – Blaine introduces today’s topic, growing Realtor relationships. He explains why relationships with Realtors are important in today’s world and how to grow or enhance these relationships with new or existing Realtors.
08:02 – Blaine goes into the three things Realtors would say they need from a mortgage lender, and what the relationship between Realtor and lenders should look like.
12:37 – Blaine gets into the nitty gritty of the ten specific things Realtors want from a lender. He wants to emphasize not having one of these qualities is in no way a dealbreaker, this is just what Realtors would love to see in a lender to comfortably do business with them, plus one additional outcome of these types of healthy Realtor/lender relationships.
23:14 – Blaine goes through a five-part framework for selecting and building relationships he likes to call The Five A’s. Aim, Analyze, Approach, Appointment and Assess.
30:09 – Blaine talks the audience through an exercise in imagining your ideal Realtor. He asks to have three questions in mind, this goes hand in hand with figuring out how to build the five-part framework.
33:43 – Blaine reminds us of the importance of keeping a relationship with listing agents and also a few ideas on sealing the bond with a lender.
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