By Doren Aldana
Call reluctance is a common challenge most mortgage pros struggle with, especially when reaching out to Realtors. However, overcoming this hurdle is crucial for building strong professional relationships and growing your purchase business.
Here are 3 strategies to help you overcome call reluctance when calling on Realtors:
Strategy #1: More Cheese – Less Whiskers
Think of Realtors as mice; they love cheese (valuable offerings) but hate whiskers (pushy sales tactics). Whiskers signify danger, like a cat lurking to pounce. Realtors are wary of calls that feel like a sales ambush. Instead, focus on offering real value with a friendly approach. Share insights on market trends, potential client needs, and how you can collaborate to help them close more deals. Building rapport and demonstrating genuine interest in how you can help them WIN creates a more receptive and positive atmosphere. Your goal is to be seen as a partner offering “cheese” — not a predator with claws out.
Strategy #2: Leverage FOMO – Fear of Missing Out
Create a sense of exclusivity by offering a “stack of Awesome” for your VIP partners. Explain that you’re looking for a selective few Realtors to share unique benefits with, such as priority client referrals, exclusive market insights, or special tools or systems to help them generate more buyers and sellers. Position yourself as someone who is interviewing them to qualify for these special perks, shifting the power dynamic and making the partnership an exclusive opportunity rather than a hard sell. If you encounter a NO, don’t see it as a rejection. They might not be ready for your unique value yet. Their FOMO will grow if they see others taking advantage of the exclusive partnership and getting phenomenal results. It’s just a matter of time!
Strategy #3: Learn to LOVE No’s
Reframe how you perceive NOs. Picture your calls like flipping through a deck of cards. You’re seeking face cards (Jacks, Queens, Kings) and, over time, as your skills improve, you’ll also get paid on the 10s, Aces, and even Jokers. Determine how much you earn per successful deal based on conservative conversion rates, then break down your earnings to understand how you earn per NO. Every NO takes you one step closer to a YES. Instead of fearing rejection, embrace each NO as a part of your journey toward a valuable connection.
Example: using my Realtor Attraction System (designed to attract top-producing Realtor partners without the hell of cold calling), my clients earn $3k-$10k per NO (depending on their average loan size and comp plan), not including repeat and referral business beyond the first year!
By rethinking your approach, leveraging exclusivity, and redefining rejection, you can overcome call reluctance and build powerful relationships with Realtors. Remember, each call is a step closer to your success!
For a deeper dive into these 3 strategies, watch this video…
