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Why Real Estate Brokers Need Go-to-Market Strategies to Grow Their Business

How can real estate brokers successfully grow their business? Building trust with a strong network of borrowers and investors is an important element, but good relationships won’t automatically lead to success. Brokers need a full go-to-market (GTM) strategy that empowers them to build networks of investors, build stronger relationships with those investors, and serve those investors by connecting them to financing solutions.

At Lima One Capital, we have the privilege of working as a value-add financing partner with some of the best real estate brokers in the nation. Here are some of the best practices we’ve seen brokers use to build their businesses.

What Is a Go-to-Market Strategy for Real Estate Brokers?

A go-to-market strategy is the way a broker will win customers and grow their business. It is vital for a broker who is starting out, but it is just as important in helping brokers continually refine and enhance the way they acquire and serve customers.

Core Go-to-Market Strategies for Brokers Working With Investors

A broker’s go-to-market strategy needs several key elements:

Building market knowledge:

Brokers need to put in the time to gain expertise in their market niche. This could be a geographic niche, a financing niche (DSCR loans, for example), a customer profile niche (such as working with first-time investors), or a combination of several factors. The broker needs to be a trusted and reliable source of information in this niche.

Connecting with investors:

This can happen through advertising, networking, referrals from current clients, and other methods. This starts with building customer awareness of the broker’s company (or brand), but this is only one piece of the puzzle.

Building relationships with financing providers:

Brokers need to have a full understanding of the loan options available to investors in their niche. This requires them to connect with multiple lenders (including banks, business-purpose lenders like Lima One, and local companies) and to stay current on the strengths and weaknesses of the loan offerings from each lender.

Demonstrate value:

Once brokers meet investors, they need to show investors how they can help them close more deals, find more opportunities, and get better financing on their properties. This will help the broker move from being an option for an investor to being the investor’s preferred service provider and first call.

A broker’s go-to-market strategy must include these key elements, and each of these categories will require more detailed strategies that change as the broker builds his or her business.

Real Estate Broker Tips for Growing Businesses Through Financing

Financing is an essential part of a broker’s go-to-market strategy. To be competitive, a broker who works with investors needs to offer:

• Reliable sources of financing through banks and private lenders
• Different types of financing, such as fix-and-flip financing, bridge loans, new construction loans, and DSCR loans for rental properties
• Expertise in financing options and which works best for any given deal

How to use Lima One Capital’s programs to close more deals and retain more investor clients

Lima One Capital is the premier partner for brokers who work with real estate investors. Lima One offers a full suite of rental, fix and flip, new construction, and bridge loans, with options on each loan that offer investors a solution for every strategy.

Lima One also helps brokers explain these options by offering brokers white label marketing pieces that make it easy for the broker to promote and explain Lima One’s broad suite of investment property loan products. And Lima One’s online portal allows brokers to price loans and see the impacts of various loan options such as leverage, prepayment penalties, and more.

How to Create a Go-to-Market Strategy with a Private Lending Partner

A broker should build a strong relationship with a private lending partner like Lima One as part of their go-to-market strategy. This will ensure that the broker can offer investors the financing they need to purchase or refinance properties.

Even more, a private lender’s broad experience can help the broker improve at identifying good deals, finding financing solutions, and sidestepping issues that could derail deals.

How a broker-financer partnership can act as a turnkey service for real estate investors

Partnering with the right private money lender can help a broker build and execute a go-to-market strategy much quicker and more efficiently than a broker could do on their own. Broker-specific tools such as online pricing engines and white-label marketing[JS1]  are two examples of how Lima One does this for our real estate brokers.

Real Estate Broker Marketing Plan vs. Go-to-Market Strategy

As you can see, a broker’s go-to-market strategy is much broader than a marketing plan. A marketing plan (which may include digital ads, personal branding, and other elements) is an important element of a go-to-market strategy, as it helps brokers connect with investors to try to win their business. But a go-to-market strategy needs to be more expansive than this.

Both are important, but broker-specific GTM [KL2] provides structure for business growth while traditional marketing simply builds visibility as an early step in this strategy.

The Lima One Capital Advantage for Brokers

Lima One partners with brokers to provide financing solutions for fix and flip, rental DSCR loans, new construction, and bridge opportunities. With fast loan approvals, nationwide reach, flexible terms, and reliable capital, Lima One can help a broker accomplish any go-to-market strategy, whether they’re getting started or looking to grow.

Lima One also helps brokers build stronger relationships through premier customer service. Lima One’s in-house team handles the loan both before and after closing, giving the broker peace of mind. Lima One also protects brokers to ensure they can maintain their clients.

Why Brokers Should Build Go-to-Market Strategies

Brokers need go-to-market strategies to successfully meet and partner with real estate investors. These GTM strategies will help brokers retain customers, do more deals, make more money, and grow their businesses.

The right financing partner is vital to a broker’s successful GTM strategy. If you’re a broker looking for that kind of financing partner, Lima One is eager to help. We work with brokers around the nation and help them execute their go-to-market strategies with cutting-edge tools and smart partnerships. Contact us today to get started.