If you’re a loan officer, real estate agents are truly a great source for referrals. It’s important to make a good first impression. It’s important to set yourself apart from all the other loan officers they’ve ever met, especially if you’re at a networking event where the real estate agents you meet are likely to meet other loan officers.

 

When you meet someone for the first time, it’s always a good idea, of course, to look them in the eye, smile, and offer your hand for a handshake, which is what everyone in the room will try to do. This starts you out on the right foot, but doesn’t exactly make you stand out. What will make you stand out is what you say.

Simply stating your name and title will not cut it – you’ll need to offer them something more memorable.

When they say, “Tell us about yourself…,” start out with an ice-breaker, something quirky about yourself, something funny, but not offensive, that may get a soft chuckle. If they do chuckle, great job! Keep it going.

Next, segue into something more valuable about what you do and how it can help them. Something like, “I have three years of experience as a loan officer. I’m good at honest, efficient communication, and I enjoy helping people achieve the dream of homeownership.” If you work with any industry tools that set you apart from other loan officers, mention how those tools help other real estate agents you work with and how it might be able to help them.

Talk about anything that will set you apart from the crowd!

Remember to keep the conversation lighthearted. Don’t bring up anything too personal about yourself, and leave politics, religion, and other touchy topics out of the conversation. The goal is to, in a short period of time, show that you are a valuable contact and someone who is likeable that they may enjoy working with.

Networking events usually make long conversations difficult, so try to give short, memorable answers while taking an active interest in what the real estate agent communicates to you. Before the conversation is over, remember to offer them an incentive to reach out to you at a later date. Perhaps offer to co-brand or cross-promote on social media. Also, after the event, don’t forget to connect with them on professional social media platforms such as LinkedIn.

I hope some of these tips help you.

I’m part of an experienced and thoughtful team at Premier Mortgage Resources (PMR). We believe in giving our loan officers tools and advice that will help them succeed. Our philosophy is centered on operational excellence.

If you have any questions about joining PMR, or the extensive list of mortgage programs that we offer, please feel free to send me a direct message. I'm always happy to answer questions and to get to know others in the mortgage industry.