Strategy: Mail Out 30 Letters To Find Strategic Partners Who Will Serve Your Clients And Make You Look Good

1. The best places to find strategic alliance partners are at the Main Event and Community Remodel Days. Your best course of action is to always work with a By Referral Only Lender, because they are already clear on the concept of world-class service!
   
   
2. A Lender who takes good care of your client makes you look good.
   
   
3. A Lender who is not "clear on the concept" of good customer care and service makes you look bad.
   
   
4. Seek strategic alliances only with other professionals who will make you look good!
   
   
5. One of the most frustrating tasks in our business is finding a "clear-on-the-concept" professional with whom you can form a mutually profitable strategic alliance.
   
   
6. The more you can trust your strategic alliance partner to do his/her job, the more you can concentrate on doing your job, thereby creating more business for both of you!
   
   
7. It's a win-win proposition for both of you – and the client!
   
   
8. There are many unqualified, "not-clear-on-the-concept" Lenders. Finding a good partner can be an exhausting process. This letter will make it much easier.

If you can't find a strategic alliance partner at a Main Event or Community Remodel Day, use the following letter.

Here's A Quick, Easy Way To Find The Most Dedicated Partners…

• Send the following letter to 30 Lenders in your community. But only mail this out if you have no By Referral Only Lenders in your area. Your best course of action is to always work with a By Referral Only Lender, because they are already clear on the concept of world-class service.
• Only Lenders who are most likely to give superb customer service will respond. Don't even think twice about those who don't respond to your letter. If you don't get a good response after mailing out 30, then mail another 30. We have never had a member mail more than 100 to find the perfect partner.
• When you find a partner who is clear on the concept of good service, you'll have a great partner with whom you can earn tens of thousands of dollars.
• You want the hungriest, hardest working, most-clear-on-the-concept-of-good-customer-service, most innovative prospective partners calling you, rather than you calling them.
• Don't ever call someone to follow up on your letter – the positioning is all wrong. You want them to call you first. (It's a test!)
• You and your new strategic partners can now share in the costs of using your Automatic Prospecting System (APS) to get ready-to-buy buyers and sellers to call you.
• You both share the clients – Realtors find the home, Lenders place the loan. By using By Referral Only principles, you each make the other look terrific in the eyes of the clients.
• Win. Win. Win. All the way around.

Your Letterhead

Dear (Lender name here):

Would you be interested in my sending you a steady stream of highly qualified buyers in return for your commitment to treat those buyers like royalty?

I'm writing this letter because I'm frustrated. In your business, like mine, many loan officers promise high-quality service, then don't deliver. I have implemented a system of excellence for our buyer clients here at U.S. Home. I'm looking for a Lender who will make a personal commitment to me to continue that system of excellence throughout the loan process.

Here's how I get you qualified buyers for loans:

I use a real estate hotline to sell my listings and find new clients. My hotlines receive calls from hundreds of buyers every month. After a series of qualifying steps, the most sincere buyers wind up in my office where I check their credit, verify their employment and make a decision as to whether I feel they are truly qualified and motivated. I don't work with buyers unless they are sincere, qualified and motivated — what I call "ready-to-buy" buyers.

If I accept a buyer as a client, I show them my Preferred Buyer Presentation. My presentation emphasizes the high level of service they will receive by using me to help them. It explains the many benefits of obtaining a preapproval. It also explains why I cannot work with them unless they seek preapproval from a quality Lender — before we look at houses.

My buyers sign my Preferred Buyer Agreement — a one-year buyer agency agreement. This agreement ensures that I stay in control even if they buy a FSBO or have a new home built by a nonlisted builder. I get paid 99 times out of 100. So do my Lenders. In 199__, I did ___ transactions. I recommended and placed more than ___ of the loans. More than 90% of all buyers who sign my Preferred Buyer Agreement buy a home within a few months.

This is where you come in.

If we decide to work together, I will send you some clients. After a transaction or two, if we like working with each other and work well together, I will send you even more ready-to-buy buyers.

If you're interested in working with me, and realizing an additional ___ or ___ transactions over the next 12 months, please give me a call.

Sincerely,

Your name

P.S. Do you honestly feel you would be willing to render this level of service in return for a steady flow of qualified buyers and loan business? Many Lenders talk about service — I need a world-class mortgage professional to work with who will actually deliver!