NMP - December 2016 - 23
N A M B
P E R S P E C T I V E
NAMB Education Corner:
Realtor Lunch & Learn-Master Endless Referrals
By Bob Sweeney, CRMS
I was searching the Internet this past month to get some tips on
organizing and conducting a Realtor Lunch & Learn that I will be
hosting in the next few months, when I came upon a great article that I
would like to share with you. The author is Tim Davis, national sales
coach at Movement Mortgage.
Tim's article is as follows;
Seven Ways Originators Can Organize a Monthly Lunch
and Learn for Real Estate Agents.
"Somewhere back many moons ago, I attended a conference where
the speaker said one of the best ways to build your origination
business was to speak at agents offices. This concept really peaked
my interest. I immediately set off on a quest to speak at real estate
offices and in turn build relationships with the agents that would lead
to more referrals.
My first event had three people...and two of them were my assistant
and myself. But as John Maxwell says ... "Fail Forward Fast!"
Over the years I have learned how to put together successful events
since that first experience and I want to share what I have learned with
1. Host your event outside of agents offices. If you have a large
enough space at your office, you can choose that as your location,
but the next best location is your local board of Realtors office.
They can usually be rented out for a few hundred dollars and they
are also generally easy to access. Along with ample parking, most
associations have current AV equipment as well.
4. Engage partners. I like to partner with local vendors to help with
recruiting and cost. It becomes a win-win for everyone and lessens
the burden on yourself.
5. Have awesome content. Having great content is critical. Listen and
talk with local agents about what is of interest to them. I have
personally found that video marketing, social media, and business
planning are the top three most attended events.
6. Make it fun! If you event is not entertaining and educating then you
will find a hard time to continue to get attendance.
7. Improve your presentation skills. One of the best skills I learned was
how to be a dynamic presenter. It's great to have other people
speak at your event from time to time, but if you master speaking
skills then you will see your personal influence grow.
Lastly, follow up! If you host events and do not have a well thought
out follow up plan, then you will miss out on the referrals. Getting them
to show up is one part, turning them into great business relationships
We welcome any input from all mortgage professionals. If you would
be interested in joining the Education Committee and become part of
our future success in the education of our independent mortgage
companies and mortgage loan originators, please feel free to contact
me. If you are not a NAMB member, now is a great time to become a
member. Go to your state association website or NAMB.org and join as
a professional member.
I want to wish everyone a Happy Holiday Season and a Happy New
Bob Sweeney, CRMS is a financial advisor at Meridian
Mortgage Solutions, director for NAMB-The Association of
Mortgage Professionals and serves as chairman of the
NAMB Education Committee. He can be reached by phone
at (317) 625-3287 or e-mail Bob.Sweeney46@yahoo.com.
Why Do I
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For detailed information, visit www.namb.org.
n National Mortgage Professional Magazine n DECEMBER 2016
3. Create a name for your event. I use Third Thursday Agent Marketing
Academy (you can't use that name, but you can create your own)
The reason I give my events a name other than lunch and learn is
that a title takes the ordinary and makes it extraordinary. Also when
you create a name for your event, you are now the "founder" of the
event. You can even up the game by having your own logo
designed for the title you create.
"Formal education will make you a living; self-education will make you
a fortune," by Jim Rohn.
2. Choose a set day and time. I have found that picking the same day
and time each month works best for several reasons. One it helps
you manage your time. Two it helps people remember and three
you can create it as a staple in your community.
Hosting monthly events is just one of many strategies I share with our
loan officers during our coaching calls. It takes time and practice, but
from personal experience it is still one of the best ways to grow your
business. I started with three people and have since had events that had
over 200 agents in attendance."
Conducting Realtor Lunch and Learns would be a great way to start
off 2017. Let me know how it goes.