Reply To: Rookie LOA/Production Assistant Previously Worked On Real Estate Team

[Dustin Owen]

Here goes…invite them to meet up after work for drinks / apps. Don’t hind from the fact that you are a lender who knows what Realtors and their buyers want in a good lender because you worked previously in real estate. In fact, it was your experience of working in real estate that made you want to become a lender as you saw first hand the need for quality LO’s. Acknowledge and respect they have a relationship with a good LO already. However, everyone needs a back-up. Even Tom Brady has a back-up. Ask to be considered as the back-up. Then seek ways to offer products or services that their current LO does not offer (i.e. help them work their old / cold leads, make yourself crazily accessible to them, offer a DPA loan their current lender does not offer or a non-QM loan or a bank portfolio loan etc., offer to help them work events to drum up business…) This should be your approach with EVERY agent in your old office. Also, you should work your old Rocket colleagues for leads to loans they turn down. Threat those former co-workers as lead sources and work them they way you work your Realtor network. (This is assuming you can do loans they can’t.) Good luck!