Don’t Chase Loans, Chase Relationships | Episode 61

The following guest sits down with host Justin White:

•   Ian Twaddle – Branch Manager, UMortgage


Chasing Relationships with Real Estate Agents Instead of Loans is a Sustainable Way to Grow

Five years ago, Ian Twaddle was a 100 percent online refi guy with zero real estate agent relationships. Today, nearly 90% of his business comes from purchases and he’s “obsessed” with helping his real estate partners. How can mortgage loan originators make sure they’re top of mind with every real estate agent in their market? Listen to episode #61 of Good. Better. Broker. as Ian explains how he shifted his strategy and saw his business take off in the process.

In this episode of the Good. Better. Broker. podcast, you’ll learn how to ensure your real estate partners are blown away by the level of service you provide.


In this episode, we discuss ...

•   1:36 – Ian’s shift from focusing on refinances to purchase business
•   3:13 – Why Ian accumulates as many real estate agent relationships as he can
•   3:47 – Ian’s approach when meeting with a new real estate agent
•   5:05 – Why Ian treats the listing agent like the buyer’s agent
•   6:13 – How Ian gets real estate agents to let their guard down
•   7:00 – Ian’s strategy for email communication with his agents
•   7:57 – How Ian makes sure all parties are impressed by the end of the transaction
•   9:01 – Ian’s story of impressing an agent by answering his phone
•   10:59 – The importance of knowing a real estate agent’s pain points
•   11:47 – Advice for other LOs on building relationships with real estate agents


Show Contributor:

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Justin White is UWM’s in-house brand journalist and the host of the daily news video, Inside Pass. 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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