EP 21: Ryan Niles — Avoiding The Middle (And Why You Should)
“In this business right now, you either have to be the cheapest or you have to offer a ton of value. You cannot be in the middle. Because if you're in the middle, you're going to go extinct.”— Ryan Niles
How do you stand out as a loan officer in a field that’s never been so crowded?
The way Ryan Niles sees it, you have to be one of two things: the cheapest option or the one that adds the most value.
“If I'm in the middle, I'm probably not going to do well or last in this business,” he says. “And I think that's the decision our team had to make this year.”
Real estate in the Seattle area, where Ryan and his Cornerstone Home Lending team operate, has been, in a word, “gangbusters” since the start of the pandemic. With 20 to 25 offers being put down on every house, how do you separate your buyer from the pack and get them a win? And how do you attract those buyers in the first place?
Ryan, who did $125 million for 240 units last year and is already clocking in $75 million for 2021, has learned a thing or two about staying nimble in topsy-turvy times. The value add that’s set him and his team apart the most? Education. On this episode of the Loans on Demand Podcast, Luke and Ryan talk about what added value through education looks like, creating a “snowball effect” with client referrals, and his other tried-and-true ways of getting business.
What You’ll Learn:
- Why first-time homebuyer classes have been a game changer for Ryan’s team
- How he keeps in touch with clients monthly (without making them feel spammed)
- How he learned to delegate
- And much more!
Favorite Quote:
“In this business right now, you either have to be the cheapest or you have to offer a ton of value. You cannot be in the middle. Because if you're in the middle, you're going to go extinct.”
— Ryan Niles
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