[Dolley]

GCA Mortgage Forums News

Tuesday, April 8, 2025

Economic Overview

As forecasted, the performance of the United States Economy will be slow in the second quarter of 2025. Some major indicators show mixed results. According to early forecasts, GDP growth for Q1 is 1.8%, which is lower than the previous quarter’s growth of 2.1% in Q4 of 2024. Unemployment remains static at 4.3%. Given the continued shifts in some industries, this highlights a degree of equilibrium in the job market.

Federal Reserve & Interest Rates

In its March session, the Federal Reserve decided to hold the federal funds rate to the 3.75% to 4.00% range, the same as was set during February’s quarter-point decrease. This marks the second hold in a row. During the March meeting, Chair Powell informed the board that as long as the data remains reliable, two more cuts are projected to take place later in 2025. Certain market analysts believe the next cut will occur in the June meeting.

Inflation & CPI

Core CPI, which excludes the volatile food and energy prices, registered at 2.7%. Both Core and overall CPI have shown modest improvement from February’s readings. Marks for March’s CPI showing inflation was at 2.9% year on year, continuing its gradual decline towards the target of two percent Fed set.

Market Analysis: Real Estate Agency and Housing Sales

Real estate agencies described the housing market as having persistent inventory challenges until recently. Now, there is some constructive news:

The year-over-year change in housing inventory during March was positive (up by 7.3%), and it is now only 15% below pre-pandemic levels.

• The pace of existing home sales increased every month in March by 2.1% compared to the previous month (annualizing to 4.35 million units).
• The median price of homes in the country reached $416,800, a 4.7% jump from March 2024.
• Average Days on the market has increased to 34 days, suggesting an easing trend in some markets.
• New housing starts also represented a positive trend, increasing by 3.8% during March, the strongest monthly gain since September 2024.

Rates And Mortgages

After the February volatility, mortgage rates have somewhat stabilized:

• 30-year fixed rate: 6.22%. Reduced from last month’s 6.34ish.
• 15-year fixed rate: 5.57%. (Last month, 5.69ish).
• 5/1 ARM: 5.31%. (Month prior 5.45).

In previous records, the wording under these headings has been: “} Conventional loans: FHA, VA, USDA jumbo non-QM first time buyer down payment assistance rate term refi cash out reno reverse construction.”

Commercial Real Estate Market

Without going back to a more granular discussion, the commercial real estate market, which also encompasses the office space business, is still bleak today.

• The office vacancy rates remain uncomfortably high at 18.7% nationally.
• Grocery-anchored centers perform better than other retail properties and show an uneven recovery.
• The industrial sector otherwise maintains strong fundamentals with 3.8 percent vacancy rates.
• Multifamily absorption improved in the first quarter, though rent growth tempered to 2.3 percent year over year.

Markets & Investments

Financial markets have shown early resilience in April.

• Dow Jones Industrial Average – 42,276 (+0.8% MTD; +6.2% YTD).
• S&P 500 – 5,832 (+0.5% MTD; +8.4% YTD).
• NASDAQ Composite – 18,743 (+0.2% MTD; +11.1% YTD).

Precious metals:

• Gold – $2,384/oz (+2.1% MTD; +14.7% YTD).
• Silver – $29.82/oz (+3.5% MTD ; +16.3% YTD).
• Platinum – $1,003/oz (-0.7% MTD ; + 4.2% YTD).

Impact Assessment of Tariff

Trump’s broadened tariff policies have had subsequent economic impacts since being introduced in February 2025:

• The price of consumer goods has risen by 2-4% in every affected category.
• The cost of inputs for manufacturing has risen by 5.7% in certain more impacted industries.

Estimated:

• The impact on inflation will be an increase of 0.3-0.5pp for 2025.
• In protected industries, job gains have been approximately 28,000.
• In export-dependent industries, job losses are estimated to be around 32,000.

Additional Insight

• Interest rates remain high as the Fed balances inflation to avoid increased spending and stimulate growth.

On the more positive side, economists are less conclusively divided over future impacts. Regions that rely heavily on manufacturing will benefit economically, but dependently priced coastal regions will drastically increase price issues.

Grasping DEI

Diversity, Equity, and Inclusion (DEI) encompasses policies that foster the representation and participation of different groups, equitable access and opportunities, and a value placed on differing perspectives in the organization.

Current DEI Landscape:

• Corporate DEI programs underwent a fundamental evaluation from 2024 to early 2025.
• Legal scrutiny has caused different organizations to reassess their approach toward execution.
• Recent Supreme Court rulings continue to set new limits for institutional DEI policies.
• Many organizations adopt a “skills-first” approach to hiring while still wanting to meet diversity targets.

The small business effect is highly variable, and some employers find compliance, implementation costs, and regulation tedious.

The national dialogue concerning DEI has yet to achieve consensus, as advocates from different political camps argue for capped organizational efficiency, equity, and inclusivity.

GCA Mortgage Forums News presents this summary for informational purposes only. Market conditions change quickly, and readers are advised to seek counsel from financial experts prior to making investment or lending decisions.

[Gustan Cho]

GCA Mortgage Forums News:

National Headline Overview – Tuesday, April 8, 2025

GCA Mortgage Forums News brings you the update on National Headlines as of April 8, 2025. This update includes news on mortgage rates, the housing market, and various economic indicators. Additionally, we will look into the effects of recent tariffs and Diversity, Equity, and Inclusion (DEI) policies.

Mortgage Rates and Housing Market

As of April 8, 2025, mortgage rates have experienced notable fluctuations. The 30-year fixed mortgage is 6.85%, a 15 basis point rise from yesterday and a six-week high. The 15-year fixed mortgage is 5.82%, and the 5/1 ARMs are 6.49%.

The housing market is improving, as is the overall inventory. The new listings because of the new season have increased significantly by over 30% compared to last year. However, many markets are still struggling with the prices of homes and mortgages. Out of the 300 largest metros, 42 have experienced a year-over-year decline in pricing.

Economic Indicators and Tariffs

The newly imposed tariffs are heightened recession risks for the U.S. economy. President Donald Trump announced a 10% tariff on all imports on April 2, 2025, with select countries facing steeper tariffs. Such measures have worsened inflationary pressures and raised concerns regarding economic growth.

JPMorgan has increased the chances of a U.S. recession to 60% because the tariffs disrupt global supply chains and increase costs for businesses and consumers. Federal Reserve Chair Jerome Powell’s concerns focus on the complexity of making monetary policy decisions with the anticipated push towards higher inflation from the added tariffs.

In retaliation, China has decided to “fight to the end” by taking further steps to implement trade barriers. This will further deepen the conflict and leave scars on the relationship between the two countries. This will intensify the situation, creating even more chaos in the international economy.

Diversity, Equity, and Inclusion Initiatives

DEI policies are rapidly becoming increasingly controversial among state legislators. In West Virginia, a bill prohibiting diversity, equity, and inclusion in state government practices is advancing to the full House of Delegates. Likewise, South Carolina’s Senate is also considering implementing an anti-DEI bill, signifying a shift towards removing these policies at the state level.

On the contrary, some organizations are recommitting themselves to DEI. The American Statistical Association has published the 2025 Inclusion Calendar, noting important cultural and diversity landmarks throughout the year.

Financial Markets

With the announcement of tariffs, the stock market has become more volatile. The SPDR Dow Jones Industrial Average ETF (DIA) is currently trading at $379.22, a decrease of 0.09% for the day. Precious metals are seeing mixed movements in the market. The SPDR Gold Shares ETF (GLD) is trading at $275.45, an increase of 0.63%, while the iShares Silver Trust (SLV) is trading at $27.18, a 0.15% increase.

On April 8, 2025, the country’s economic policies, social undertakings, and even the housing market underwent some notable changes. All parties need to pay attention to these issues and their associated developments.

[Dolley]

How is it like being in the mortgage and real estate business these days? I know home prices are at historic highs and mortgage rates are still very high. What is it like being a NMLS licensed mortgage loan originator? How can you self-promote? What can you do to get leads of potential homebuyers or homeowners needing to refinance? Is there a way to get clients? What type of marketing can you do to get more business from homebuyers, homeowners, and realtors? How can you network and get loyal referral partners like real estate agents, attorneys, insurance agents, title companies, and other loan officers working at banks where they cannot do what you can do? If I want to buy leads, where can I go to buy good high caliber leads? What if you are a real estate agent? What can I do to get home buyers and home sellers? Can you give me some step by step tips on surviving this tough mortgage and real estate market? What can newer mortgage loan officers do to become successful as a NMLS mortgage loan originator and real estate agent? Any suggestions and advice would be greatly appreciated.

[Lisa Jones]

Mortgage And Real Estate Business Trends

The real estate and mortgage business has some of the most complex problems and opportunities. Being an NMLS-licensed mortgage loan originator (MLO) requires innovative construction and proactive business strategies since home prices are at all-time highs, alongside elevated mortgage rates.

Current Developments

High Home Prices Alongside Elevated Mortgage Rates

Mortgage MLOs constantly deal with the problem of home prices surging due to limited housing inventory and an increase in real estate demand. First buyers would also have a hard time entering the market. Alongside the limited inventory, elevated mortgage rates escalate the monthly payments, negatively impacting a buyer’s sentiment and affordability. As an MLO, navigating these market dynamics is essential to providing the right financing solutions for clients.

Promotion Strategies

Build Your Online Profile

Create a Personal Webpage:

• Develop a website that showcases your services alongside other testimonials.
• Integrate educational content that highlights the mortgage processes.

Social Media Marketing:

• Market your services on LinkedIn, Instagram, and Facebook to interface with existing and potential clients.
• Provide industry insights, success stories, and other tips to engage your audience.

Content Marketing Strategy

Start a Blog:

• Write articles on housing market mortgage tips, trends, and homebuyer recommendations.
• Such blogs optimize search engines while establishing them as experts in the field.

Video Marketing:

• Create short explainer videos on mortgage terms and provide market updates.
• Videos are the most engaging form of content, and they can be repurposed into other forms of content, like blogs and infographics.

Lead Generation

Networking and Paying for Referrals

Create Partnerships With Realtors:

• Go to real estate events in your area, join real estate associations, and offer to teach or co-host educational seminars.
• Smart Realtors can give you a lot of referrals if you build strong relationships with them.

Network With Other Related Professionals:

• Contact some lawyers, insurance companies, and title firms.
• The professionals usually have clients looking for mortgages.

Search Engine Optimization

Client Contact

Email Campaigns:

• Create and send regular newsletters with updates on the market, home-buying tips, and mortgage advice in emails.

Use Paid Advertising:

• Google and Facebook ads may help target prospective buyers and homeowners looking to refinance.

Buying Leads

If you want to buy leads, try these reputable lead gen companies:

• Zillow: They sell leads for house buyers and sellers.
• Realtor.com: They also sell leads on their website.
• Local Companies: Look for companies dealing with real estate leads in your area.

Strategies for Real Estate Agents

Capturing the Interest of Home Buyers and Sellers

• Holding Open Houses is a great opportunity to meet potential buyers, capture their attention, and showcase them in your listings.

Utilize Social Media:

• Post on Instagram and Facebook to interact with potential clients and showcase homes for sale.

Email Marketing:

• The Emails and Updates sent to contacts will help you remind them of your services if they hope to use them in the future.

React for New Mortgage Loan Officers

Continuing Educate Yourself:

• Always seek current information about industry or region trends, products, loans, and even updates to regulation policies.
• This goes a long way in promoting one’s reputation.

Get Involved in the Community:

• Participate in sponsored local community meetings, volunteer, and join aid groups.
• Fostering a community presence can lead to potential clientele.

Implement Technology:

• Capitalize on using CRM programs to manage leads through automated mailers to send subsequent emails after the initial contact.
• Technology has made things easier and can help even more with customer relations.

For Real Estate Agents

Develop a Niche:

• Specialize in a certain market section, such as first-time buyers or luxury homes, and direct all your marketing efforts toward that particular group.

Sustain Everybody:

• Circulate a checklist or any other descriptive piece of work that guides clients, listing the relevant steps in the process.
• Use pocket change.
• Position yourself as an expert.

First Contact:

• Being passive and waiting for clients to come is dangerous.
• Always use calls, emails, or phone messages to maintain relationships with your leads and build consistent follow-up systems.

Building a Loyal Referral Network

Database Management – Store Relevant Data

Regular Check-Ins:

• Contact the referral partners regularly via phone, coffee dates, or emails.

Joint Marketing Efforts: Market with realtors and other specialists for wider coverage.

Provide Value

Educational Workshops:

• Conduct workshops for real estate agents and other professionals on mortgage topics to showcase your expertise.

Share Resources:

• Provide helpful resources and information to aid your partners in their ventures, promote goodwill, and foster collaboration.

With the right approach, both newcomers and seasoned professionals in the industry can make their way to the top. Although the real estate and mortgage markets are challenging, you can thrive with the right focus on proper technology use, relationship building, and great customer service. The highly competitive landscape offers numerous opportunities for success for a mortgage loan officer or a real estate agent with the right blend of proactivity, flexibility, and strategy.

[Chad Bush]

Great advice! Do you have any thoughts on the best way to establish new referral partners for an MLO? Is direct messaging Realtors and other professionals within LinkedIn effective if done in a targeted way (e.g., finding Realtors within a niche that aligns with my value proposition)?

[Lisa Jones]

We appreciate your input! Nurturing a new referral partner relationship as a mortgage loan officer (MLO) centers on trust, value, and strategic networking. Targeting Realtors and other professionals through direct messaging on LinkedIn is an excellent suggestion, especially with a more refined niche. Those thoughts, as well as further ways to enhance your referral network, are listed below.

LinkedIn Direct Messaging Targeting Strategies: Benefits and Drawbacks

Pros:

• Realtors, financial advisors, and other relevant partners are frequently found on LinkedIn.
• Targeting someone within your value proposition (first-time home buyers, veterans, luxury properties, or non-QM loans) makes outreach more relevant and eliminates the need to stand out from the responsive-focused LinkedIn marketplace.

Cons:

Highly Targeted:

• Specialization can lead to parameters that are too narrow, negating value for realtors who need more education marketing services from you.

Personalized:

• Paying attention to recent posts or clients shows consideration, strengthening brand image.

Costly for You:

• Direct outreach via LinkedIn may take time and require little monetary investment.

Cons:

Response Rates:

• Recipients will not respond to a cold message unless it solicits something interesting or the user searches for partners.

Time Investment:

• Follow-up and timing messages are extremely important for converting interests into actions.
• Crafting personalized messages strategically is crucial.

Perception:

• Unsolicited messages can be viewed as spammy blunders without proper care and consideration.

Best Practices:

Niche Alignment: Combine “Realtor” + “first time homebuyer” + your city on the LinkedIn search filter.

If you like quick, non-QM loans, target Realtors who hint at needing those services in their posts or profiles.

Engage First: Send outlines “On Linkedin” where you briefly follow them, and this will build ignitions for intentions to get known closer.

Small, Simple, Meaningful Message:

• A person can also send messages to potential buyers.
• One serving gives the potential buyers a new suggestion: “Let’s meet, get coffee, I pay.”
• You can’t keep them over 100 words.

Follow Up:

• If they don’t respond after a week, send a gentle follow-up: “Just following up—still believe we could make a great impact through [specific benefit].
• Would be awesome to connect if you’re available!”

Track Results:

• Start a spreadsheet to document who you contacted, their area of work, and their responses to further tailor your approach.

This is useful if lined up effectively. Try setting a goal of 10-15 tailored messages sent out weekly and truly centering on the content of the messages rather than the number sent.

Further Suggestions to Develop Referral Partners

Other than LinkedIn, broadening your target range greatly improves your likelihood of success. Here’s how:

Use Local Networking Gatherings

Why:

• When establishing trust, in-person interactions are prioritized over online interactions.
• Realtors frequently visit open houses, meetings held by the chamber of commerce, or real estate investor clubs.

How:

• Attend with business cards featuring catchy phrases like “Creative Solutions, Fast Closings” and inquire about their challenges, such as “What do you struggle with the most when working with lenders?”
• Please provide a detailed answer on how you intend to assist, for instance, promptly pre-approving their buyers.

Tip:

• As a realtor, consider organizing a tailored breakfast or happy hour event showcasing your niche.
• Market it as a “meet the lender” occasion.

Partner with Complementary Professionals

Who:

• Realtors are not the only ones who matter. Homebuyers interact with title company representatives, real estate attorneys, CPAs, financial planners, and divorce lawyers.

How:

• Take on the role of their mortgage specialist and offer great mortgage rates.
• For instance, extend this offer to a CPA: “I can assist your clients in converting tax refunds into down payments.
• Let’s host a webinar together.”
• You can tell a divorce attorney: “I focus on newly single clients who need refinancing or purchasing assistance.
• May I send you my information?”

Edge:

• It is a well-known fact that realtors compete more for MLO referrals.

Create a Referral Incentive Program

Why:

• Everyone desires profit.
• Defining a purpose in a structured program is reward-based and self-benefitted.

How:

• Offer a tangible gift according to the tier of clients referred.
• For example, “For every referred client who closes, I’ll reward you with a gift card of $100” (subject to local RESPA compliance; check local rules).
• Or make it costless and say, “I’ll pre-approve your clients with buyer’s cards in 24 hours; it’s a guarantee.”

Execution:

• Send emails or one-pagers to existing contacts and new meetings.
• One-pagers are great for meetings.

Showcase Expertise Online

Why:

• Referring partners are looking for someone with reliable expertise as an MLO.
• Showcasing content makes you credible.

How:

• Create and post informative short-form videos on LinkedIn, Instagram, or YouTube.
• Consider “How Non-QM Loans Save Deals” and “Why VA Loans Are a Game-Changer for Veterans.”

Bonus:

• Feel free to offer to guest speak at their team meetings or client seminars.

Use Existing Clients as Introduction Leverage

Why:

• Satisfied homeowners who purchased through you have real estate connections.

How:

• In the post-closing meeting, tell them, “I value working with more clients like you.
• Is there a Realtor or real estate professional you’d suggest I connect with?”
• If they say yes, ask for an intro email or permission to use their name and say they agreed to be mentioned.

Optimal Approach to This Problem

Your specific strengths and the market you are in will determine the “best” approach:

• If you are tech-inclined and patient, targeting LinkedIn messages is one of the cheapest.
• You must stick with it for 3 to 6 months to see traction.
• If you are more of a people person, you can attend local networking events and even host your own.
• The latter, in particular, should help you to forge deeper and faster connections.
• If you have a specific niche, focus on content and complementary partnerships to elevate your position and become the sought-after expert.

A combination of approaches usually yields optimal results. For example, you could use LinkedIn to identify prospects, meet them personally to finalize the deal and maintain the relationship by offering consistent value (such as updating them on rates or a weekly special for their clients). As time passes, your referral network will continue to grow, thanks to partners witnessing the results you deliver.

What is your area of specialization or unique value as an MLO? If you provide more information, I’d be happy to customize this further!

[Gustan Cho]

A mortgage loan officer can partner with a real estate agent and assist them in becoming a dually licensed realtor and mortgage loan officer (MLO). They can work together as a Business Development Manager (BDM) at Gustan Cho Associates, leveraging the company’s unique programs and support structure. This is how this partnership can work based on opportunities presented at Gustan Cho Associates.

Step 1: Form the Partnership

The loan officer who has been in the mortgage origination business for some time can reach out to a trusted real estate agent willing to enter a partnership with him. The loan officer can approach the real estate agent with the benefits of dual licensing, including the income potential greater from commissions when both sides of a real estate transaction, mortgage, and real estate, are performed, and client experience is streamlined. This collaboration is facilitated through their Dually Licensed Realtor and MLO Partners Program at Gustan Cho Associates, which aims to assist real estate agents in increasing their earnings while working with loan officers.

Step 2: Assist the Real Estate Agent in Achieving a Dual License

An MLO license can be obtained by a real estate agent with the help of a loan officer. The procedure is generally as follows:

Education:

• Completion of 20 hours of NMLS-approved pre-licensing education that consists of federal law, ethics, and nontraditional mortgage training.

Examination:

• Successfully passing the SAFE MLO National Test with a minimum score of 75%.

Application:

• Submit Form MU4 through the Nationwide Multistate Licensing System (NMLS), verify background and credit checks, and obtain sponsorship from Gustan Cho Associates, which is licensed in 48 states and partnered with NEXA Mortgage, LLC.

Funding Wise provides us with the loan officer’s experience, ensuring ease throughout the process. Gustan Cho Associates also aids real estate agents with training and resources until they become licensed MLOs.

Step 3: Integrate into Gustan Cho Associates’ Program

• After a real estate professional has achieved dual licensing, they enter into a partnership with Gustan Cho Associates in the Dually Licensed Realtor And MLO Partners Program.

This partnership works as follows:

Team Structure:

• The dually licensed realtor/MLO is assigned an experienced loan officer.
• The realtor/MLO serves each client as the main contact, managing the real estate side of the engagement and acting as the mortgage loan originator.
• The experienced loan officer plays an LOA role, managing the mortgage transaction lifecycle from application through closing.

Division of Responsibilities:

• This model allows the realtor/MLO to concentrate on soliciting new business and managing the home purchase process.
• In contrast, the loan officer manages the more technical aspects of the loan origination process.
• The realtor/MLO remains actively engaged by training under the LOA, gaining their credentials step by step.

Compensation:

• Financially, both parties gain.
• The realtor/MLO receives a standard real estate commission and a percentage of the loan originator commission, while the loan officer is compensated for the support work performed.
• This creates a win-win situation for everyone.

Step 4: Move into the Business Development Manager Position

• As the partnership evolves, the realtor/MLO with dual licenses can assume a Business Development Manager (BDM) position within Gustan Cho Associates’ Preferred Realtor Partner Network Program.

In this role, they are responsible for:

Lead Generation:

• The BDM develops partnerships with other real estate agents and clients to bring business to the partnership.
• Lead distribution by Gustan Chos Associates takes care of the honor’s work, minimally relieving the BDM from cold calling.

Team Growth:

• Under Gustan Cho Associates’ net branch model, the BDM can add and train more real estate agents or loan officers under them.
• This provides room for the partnership to grow to the extent of establishing a branch of the mortgage division where residual income could be earned and shared.

Co-Marketing:

• The firm’s extensive marketing arms include designing and producing promotional material such as CRMs and websites, graphic design, and other advertisement materials, which help the BDM/loan officer market themselves and their services nationwide.

Partnership Advantages

For the Loan Officer:

• They acquire a reliable business partner who, besides sharing the workload, refers the officer to clients.
• The partner also benefits because, through Gustan Cho Associates, he has access to over 210 wholesale lenders and no overlays on government and conventional loans.

For the Realtor/MLO:

• Leaning on the loan officer’s knowledge and the company’s systems, they gain income streams, grow in mortgage proficiency, and increase their value to clients with full-service offerings.

For Clients:

• Single homebuyer clients benefit from streamlined workflows and a consolidator contact for real estate and financing, supported by a reputable firm closing complex loans.

Starting Steps

As noted on their site, Gustan Cho Associates can be contacted via gcho@gustancho.com or 800-900-8569. They can also set up calls with the real estate onboarding agent to assist with starting procedures. Company members, such as Gustan Cho or Alex Carlucci, can explain the program’s specifics and give tailored suggestions. Supported by Gustan Cho Associates, the partnership can commence instantly after the Real Estate Agent becomes MLO licensed, utilizing the company’s reputation of closing 100% of pre-approvals and servicing clientele other lenders do not provide.

This is within the scope of the purpose of Gustan Cho Associates, which is to assist professionals in the industry in growing their businesses. It is perfect for a loan officer and the real estate agent to work in synergy as a dual licensed team and business development.

[Chad Bush]

Any advice on the best ways for a BDM to initiate those partnerships with other Realtors, particularly when you don’t already have a relationship with them?

[Lisa Jones]

If you’re a Business Development Manager (BDM) seeking to establish partnerships with unfamiliar Realtors, the strategy is to make contact with them directly, establish trust quickly, and provide them with an irresistible offer. Since you are starting from scratch, aim for making a positive first impression that breeds trust and sets the stage for collaborative synergies. To help, here are some piece of advice on how to do this:

### 1. Research and Identify the Right Realtors

**Why It Matters**: As with any cold communication strategy, reaching out to warm prospects increases success rates. As with any niche or market, Realtors are busy professionals, so make sure you align with their objectives or pain points from the start.

**What To Do**:

– **Identify Niche**: Find Realtors specializing with First Time Buyers or Investment Properties using LinkedIn, Zillow, or local MLS data. If it is an advantage that Gustan Cho Associates’ non-QM or no-overlay loan expertise, focus on Realtors whose clients are turned away from other lenders.

– **Look At Their Activity**: Check for Realtors that have active social media presence and take part in local forums or even larger groups—they’re more likely to engage.

– **Make It Easy On Yourself**: Personalize campaigns for 5-10 Realtors in your local market to begin with.

**Action**: Start creating a document with their: name, contact details, and a short description of their niche or most recent activity (for example, “Jane Doe—fixer upper content on Instagram”).

### 2. Use a Warm Introduction (Even If Cold)

**Why It Matters**: Realtors get pitched constantly. A warm vibe – even without prior connection – cuts through the noise.

**Step-by-Step Instruction**:

– **Utilization of Shared Experiences**: If you have any mutual connections or contacts, bring them up. Comment or reference on social media about local events they attended or anything personally related to their digital footprint. For instance, mention: “Your post about that intricate deal was something to behold—especially the way you executed it. Bravo!”

– **Leverage Value**: Mention it in context to the reputation of GCA (Gustan Cho Associates). “I’m with Gustan Cho Associates—the best at closing impossible loans—so probably a few of your clients could be benefited here.”

– **Channel Options**:

– **Email**: Clear email body says “Hello [Name], I’m [Your Name] the BDM at Gustan Cho Associates. We are great with [exact skill, e.g. quick closings or non-QM loans]. Want to discuss a strategy to improve your next transaction? A swift cup of coffee works or just a call?”

– **LinkedIn**: Let’s create a connection like so: “Hi [Name], I’m BDM at GCA and I have worked with [niche]. I believe there are some exclusive loan options that we have that could enhance your deals and save them. Would you be okay if I DM you so we could discuss?”

– **Phone**: Taking 30 seconds for a call could really stand out, if you manage to get their number: “Hi [Name], this is [Your Name] from Gustan Cho Associates.”

“I help Realtors close more deals with our [specific benefit]. Can we set aside 10 minutes to discuss it?”

**Tip:** Try your best to combine all three channels. Some Realtors prefer emails while others appreciate calls.

### 3. Provide Measurable Value Right Away

**Why It Matters:** Realtors are not going to partner unless there is value for them. As a BDM, focus on improving their operations or making their business more successful.

**What You Need To Do**:

– **Offer A Solution**: “Have you ever had a deal go ghost due to financing? I have more than 210 lenders available without any overlays. Let me pre-approve your next buyer and I will do it at no cost and no strings attached.”

– **Give Out A Resource**: “I have put together a simple resource guide on [insert topic here: specifically non-QM loans for self-employed buyers]. Would you like me to send it to you? It could be useful for your customers.”

– **Special Offer**: “With our Preferred Realtor Program, you receive exclusive leads, and co-marketing opportunities. Would you want to find out more?”

– **Testimonial**: “Who here has heard that we just closed a deal in 14 days for a Realtor’s client who got denied in every possible place? I am more than glad to walk you through how we can do that for you!”

**Next Steps**: Come up with a one sentence pitch that delivers the statement of everything you love about Gustan Cho Associates (for example “We close 100% of pre-approvals with options other lenders don’t have”) and use it as a mantra.

### 4. Casual Meetup With No Strings Attached

**Why You Should Care**: Face-to-face communications are way more effective than online ones, meaning more trustworthy, without prior contact. This gives your clients an easier way to join in.

**Steps to Accomplish This:**

– **Event Suggestions**:

– “Come to my coffee drop-in” “I’m hosting a quick coffee meetup for local Realtors next Thursday. Come say hi and let’s talk shop.”

– “Lunch-and-learn” “Come join me for a 30-minute lunch next week. We’ll discuss how we’re closing tough loans real fast. Bring a question or a deal you’re stuck on.”

– **Invite** “Extend the invite via email or LinkedIn. It can be as brief as – No sales pitch, just good coffee and an opportunity to connect.”

– **Venue** “Reasonable locations could be a café or a co-working space. Opt for something central and keep the attendance 5-10 invitees for intimacy.”

– **Follow-Up** “Bring a one-pager about your program and swap contact details. Then, you can follow up with – Great meeting you, let’s get that [specific idea] rolling.”

**Tips**: Persuade a neutral party like a title rep to co-host. Enhances credibility and draws a crowd.

### 5. Use Digital Presence Proactively

**Why It Matters**: Real estate professionals identify their business associates before attending any event. Having strong online presence makes you approachable.

**How To Do It**:

– **Content – Highly Specific**: Share tips on LinkedIn and Instagram with targeting specialists. Post content such as “3 Ways Realtors Can Spot a Reliable Lender” or “How We Saved a Deal with a 500 FICO Buyer.” Don’t forget to tag the Realtors you are targeting.

– **Testimonials** Share a hypothetical video or quote from realtors: “Jane closed her last deal with us in 10 days because our team is ridiculous.”

– **Call-to-Action**: As we discussed, tweeting “Got a messy deal? DM me, I will consider it!” invites them to reach out first.

### Action

Every week for 15 minutes, post content that provides real value to build reputation.

### 6. Persistence Without Pestering

**Why It Matters**: Realtors don’t engage immediately. You have to stay relevant to them, but not in a dominating way.

**How to Do It:**

– **Follow-Up Cadence:** Try the “wait and see” approach for your first outreach. If no response, wait a week and try a different angle on a different channel, e.g., “I saw rates drop today; could be a win for your buyer. Free to chat?”

– **Drip Nurture:** Every 2-3 weeks, following up with: “Just closed a specific deal—thought of you!”

– **Stay Posted:** Comment on their posts, share their listing with a note: “Awesome property! I can pre-approve buyers—fast.”

**Tip:** After 3-4 no response touches, put them on a nurture list and check in 60 days, but don’t burn the bridge.

### What is the Best Approach for a BDM?

The best approach merges **relationship outreach** and **personal outreach**:

1. **Start Online**: Send a benefit-centric email or LinkedIn message to 10 Realtors to get their attention and highlight key advantages to working with Gustan Cho Associates.

2. **Offline Follow-up**: Enable them to attend a laidback, small group meeting that will happen within the next two weeks to help build rapport.

3. **Close It**: Give them what I call a “one-man show” proposal. Make sure that you keep your end—solving problems that showed up during the initial contact—and build trust.

This combination systematizes everything so that the BDM will be primarily viewed as someone who builds relationships and the company’s services are made known. Some Realtors thrive on referrals, so after a while, you get some partners, deliver results, and voila!

How is your area’s local market? Do tell if you’d like me to refine this for a particular audience!

[Mark]

This is a genius of an idea. The real estate agent automatically make money by just referring their homebuyers.