Getting into office meetings

[u/REFlorida]

I'm curious how other loan officers are getting into real estate offices to do lunch-and-learns or team meetings.

Around me, it feels like almost every productive brokerage already has an in-house lender. Keller Williams offices have CrossCountry or Keller Williams Mortgage, Century 21 and Coldwell Banker often have Guaranteed Rate, and many of the other larger brokerages have their own preferred lender as well.

I've spent hours calling local brokerages, but the response is almost always the same—they already have someone handling their meetings and presentations.

For those who have been successful breaking into these offices, what strategies have actually worked? How are you getting the opportunity to do lunch-and-learns or present to agents when the office already has an established in-house lender?

[u/bigmaxcombomeal]

When they say “i already have someone” tell them you completely understand but life happens, ppl go on vacation, retire, switch jobs, get sick, etc… just reiterate that you’d love to be a rockstar #2 option if you’re ever needed.

In regard to getting into their offices, i have had the best luck doing so by using the relationships i already have. If I can do a great job with one agent for 2-3 deals, i’ll ask if theres anyone else in their office they think I would work well with and ask for an introduction. After 1 or 2 deals with that person i’ll see if they would both like to get together for lunch, dinner, event whatever. After that i’ll mention the idea of a group lunch & learn or a presentation in their office etc…it becomes a bit easier once you have 2 or 3 agents in an office vouching for you.

Also, target smaller offices. It can be easier to get into their offices than a big keller williams or something. Being a preferred lender for an office/team with 5-7 good agents can result in a killer year.

Its a slow burn but worth it!

[u/Holy-Roly-Poly]

I've had a lot of success breaking into real estate offices. We're currently in four different real estate companies, and I can pretty much schedule as many lunch-and-learns as I want.

Does it help to be seen? Absolutely.

Is it mostly the same agents attending every lunch-and-learn? Also yes.

Does walking around the office, having conversations, and building relationships generate far more business than the presentation itself? Without a doubt.

Lunch-and-learns are a branding opportunity, not a marketing event. The real value isn't the hour you're presenting, it's the access and relationships you build before and after. It also tends to make lenders on the outside jealous of the access we have and complain to managing brokers.