Winning More Agent Relationships Through Active Listening, Strategic Value and Long-Term Partnership
With more than 10 years of experience as a real estate agent, Betsy Tinervin has seen firsthand how mortgage loan originators try to earn real estate agent business. When she launched her own coaching business, Betsy focused on helping LOs understand what builds trust with real estate agents — and what causes them to tune out. In Episode #132 of Good. Better. Broker., host Justin White sits down with Betsy to discuss how loan officers can become strategic growth partners who help agents win more business.
Listeners will learn how to shift from pitching their services to advising real estate agents with practical insights, active listening and long-term value — creating stronger referral relationships and more consistent agent-driven business.
Key Takeaways for Mortgage Brokers
• How to use active listening to uncover what real estate agents need before making a pitch • How to deliver value that helps agents grow their business and see you as a true partner • Why becoming a strategic growth partner can lead to stronger Realtor® relationships and more purchase opportunities
In this episode about agent-LO relationships, we discuss ...
• 1:46 – how Betsy started coaching agents and loan originators • 2:20 – why Betsy got into coaching • 3:30 – how Betsy decided LOs would be her target audience • 4:07 – the meaning of Attract, Impact, Elevate • 5:24 – how Betsy advises LOs to attract real estate agents • 6:14 – quality vs. quantity with real estate agents • 7:07 – the right real estate agent to work with • 8:58 – delivering value for agents • 10:44 – where LOs go wrong on cold calls with agents • 13:45 – how long it takes an LO to change an agent’s business • 15:00 – what agents should look for in a lender partner • 17:16 – bringing LOs and agents together
Justin White is UWM’s in-house brand journalist and the host of UWM Daily. He creates engaging content across multiple platforms to promote the benefits of the wholesale channel and partnering with UWM.A seven-time Emmy-award winner, Justin is a graduate of the S.I. Newhouse School of Public Communications at Syracuse University.
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