Mastermind Group Referral Tracking - The Realtor- A Deeper Dive

The 2 primary referral targets for the realtor are the mortgage originator and the real estate attorney or escrow officer.

Let's begin with the mortgage originator. The first referral opportunity is at the buyer meeting when the realtor is going through the buyer presentation. You can locate a copy of this Buyer presentation in the Resource Center.

Details of the scripting can be reviewed in the Real Estate Agent modules. This will detail how the conversation in the Buyer Meeting should go. This will make the Segue to the introduction emails seamless.

Let’s review the Core7 referral email. That is sent to the buyer with the mortgage originator and possibly the mortgage originator’s team on the email also. Let me read the email and you will see how self explanatory and easy to understand this hand off is.

Hi (Client's name),

I'm looking forward to meeting with you on (appointment date/time). {Team member's name or"/") will be in touch to schedule a time for us to see some properties in the {$XXX- $XXX) range.

As discussed, getting pre-approved is one of the first steps. I recommend (Mortgage Originator partner's name). He is a Lender who is my trusted Advisor and can be of help. {Team member's name or "He/She/") will be in touch soon to schedule a time to speak. (He/She) wants the process to be free of errors, so be aware that (he/she) collects all of the necessary documents up front. (These documents are required by FNMA guidelines). This may seem like a lot to do upfront, but is critical to find the best structure, make things go much more smoothly when we enter the transaction, and give us a huge advantage when negotiating on a new property.

Now after there is an accepted offer, the real estate agent reintroduces the client back to the mortgage originator to start the process, and includes the closing attorney or escrow officer on the introduction.

This email is incredibly valuable to the team as it not only makes the introduction, but also informs the client of any potential buyers remorse, informs the client of the next steps like providing a credit card deposit for the appraisal, it gives a heads up regarding the do's and don'ts when obtaining a mortgage, t and the key steps in the process.  I recommend that these emails be broken down into 2 separate emails, but it can also be sent as one. Copies of these letters are in the Resource Center, and the modules and time stamp are referenced to hear the details of this hand off and how to handle any questions or objections regarding these key touch points. This handoff is a critical starting point for a client to go through the core 7 process and assembling their whole financial team together.