As a homeowner's insurance agent, what's the best way to market to Mortgage Brokers?

Sales always follow relationships, always. If you have a personal relationship with mortgage brokers they will send you business. Get to know some brokers on a personal level without the expectation of business, and you'll get the business. 

First things, first: Get rid of that "reach out" nonsense. This is a disingenuous, trite, over-used and meaningless phrase introduced over the past few years by some self-styled expert in sales training. Squash it like a bug and resolve never to use it, ever again. Unless you are drowning and reaching out for a rope, or you are reaching out to someone who IS drowning, or you are these guys:Now then, the answer to your question at the grittiest level is, "drugs, sex and rock and roll."OK, maybe that's a bit extreme. Get rid of the drugs, and substitute golf. Or fishing, or bowling, or whatever the broker likes for recreation, which we hope includes booze. In other words, develop some relationships.But HOW?Here is how. Visit the offices of a broker. The gatekeeper (often a ponderous female with a bad attitude) will ask how she (he) can help you. Hand her your card and say this,"I need to talk (don't say, "need to reach out") to one of your finance experts to learn more about how refis work. I'm trying to advise my insurance customers who ask me about a refi what they should look for and ask about. I'm in the insurance business, not the mortgage business, so I'd like to make referrals to good brokers who really know the ropes. I'm here for an education. And if the education is good, there could be a huge pizza or bottle of scotch in the deal." (Make 'em smile).Do you smell what I'm stepping in, here? Of course you do. You're not asking to get business; you're asking to GIVE it. Owing to the competitive nature of the brokerage business, the brokers will drop some serious trou for referrals.By this time, a relative youngster, probably a man, will appear and usher you in to his office. Here, the first step is to get the cut of the jib; check each other out in conversations that have nothing to do with insurance or finance. What YOU want to know is if you LIKE the guy or gal, and if he or she LIKES you. If so, great! When you get the "where did you hear about us?" question, just say that one of your customers said they thought very highly of the broker. Sample conversation:Broker: So, Joe, where did you hear about us?You: One of my insurance customers said they just did a refi, and were very impressed by your service and expertise.Broker: Really? Who was that?You: I don't remember now who it was, but it called to mind that a lot of our customers ask ME about doing a refi, because they evidently think I know anything about it. I know what it is in general terms, but don't really know enough to advise them. Thus it occurred to me if I DID know a thing or two, I could make a referral and provide an additional service to my policyholder.Broker: Maybe in exchange for a little spiff, from us?You: I don't know, about that. Right now I just want to make sure I'm not talking through my hat.Broker: So, what can I tell you about the refi and mortgage business?You: I don't know what I don't know, so maybe, knowing what YOU DO know, how would evaluate any broker if you were looking for a refi or new mortgage?Broker: Blah blah blah...Now, you just sit there quietly, listening, absorbing. When Mr. Chatty finally stops, here is what you say:"That's a lot to think about, Bill. My mind is spinning. Tell you what: If you don't object, I'm going to think about this, and then get back to you when I think I can be a bit more intelligent about this. Is that OK with you? Of course he/she will say yes.Shake, hands, take your leave.For now, DO NOT TALK TO ANY OTHER BROKERS. They're a tight-knit group, and if you show up anywhere else, all of them will know about it and you will lose your "virginity."But in a few days, call the guy back, and suggest a meeting under more informal circumstances. Preferably, a Friday afternoon meeting after work at a bar or tavern. THAT'S where you introduce your "quid-pro-quo" idea. You refer business to them, they refer business to YOU.The other key players here are the real estate agents, who pretty much interact with the mortgage pukes as you hope to. They'll be at the bar.Leave the rest to your imagination, but what I have described is pretty much the way it works.Been there, done that. Successfully.Hope that helps.

Great question. I have had success with this strategy. Basically, you just need to find some mortgage brokers by networking at civic clubs and just general socializing. Make friends with them, take them to lunch and tell them you can help place competitive homeowners insurance for their clients. In order to streamline the process and make it more profitable for you, it may be good to use inexpensive or free software tools. I created one called http://www.modernquote.comYou can get a free demo at the website. This will allow you to send the online quote form (with your own customized URL) to the prospect and have the information sent to your inbox for quoting. There are other tools out there as well, but I'm obviously bias for the ones I created!Good luck!