After 5 years working with realtors across Hamilton, Burlington, and the GTA, I’ve learned what separates good partnerships from great ones. The difference isn’t just about closing deals—it’s about creating a relationship that makes both professionals more successful and builds lasting value for clients.
Having worked with 13 realtor partners and closed hundreds of deals together, I’ve seen partnerships that struggle and others that thrive. Here’s what I’ve learned about building relationships that actually work.
The Foundation: Mutual Respect and Clear Expectations
The best partnerships I’ve built start with a simple understanding: we’re both experts in our fields, and our clients benefit when we work together seamlessly.
What this looks like in practice:
- I respect your knowledge of the market and your client relationships
- You trust my expertise in complex financing scenarios
- We both commit to transparent communication
- Neither of us tries to overstep into the other’s domain
One of my most successful partnerships began when a realtor told me, “I don’t need you to sell real estate, and you don’t need me to understand mortgages. But I need to know you’ll take care of my clients like they’re your own.” That clarity set the tone for everything that followed.
Communication That Actually Works
In my experience, most partnership problems come down to communication failures. Here’s what I’ve found works:
The 30-Minute Rule
I guarantee responses within 30 minutes during business hours. This isn’t just a marketing promise—it’s operational discipline. When a realtor reaches out, they need information quickly to serve their client or move a deal forward.
Why this matters: Your clients are often anxious about financing. Quick responses from me make you look responsive and well-connected.
Right-Sized Updates
I’ve learned to provide just enough detail to keep you informed without overwhelming you with mortgage technicalities. Here’s my framework:
Green Light Updates: “Pre-approval confirmed at $450K. Client can make offers confidently.”
Yellow Light Updates: “Application in underwriting. Need one additional document from the client—I’m handling directly.”
Red Light Updates: “Potential issue with employment verification. Let’s discuss options and timeline impact.”
Proactive Problem-Solving
Instead of calling you with problems, I call with problems AND solutions. For example: “The appraisal came in $10K low, but I’ve already spoken with the lender about our options. Here are three ways we can move forward…”
Protecting Each Other’s Reputation
The realtors I work with long-term understand that we’re both stewards of each other’s professional reputation.
How I Protect Your Reputation:
- Thorough upfront underwriting – The pre-approval amount I give you WILL be approved
- Client education – I explain the process so clients understand what to expect
- Professional presentation – Every interaction reflects well on your judgment in referring them
- Consistent follow-through – I do what I say I’ll do, when I say I’ll do it
How Great Realtor Partners Protect Mine:
- Realistic expectations – They help clients understand mortgage timelines and requirements
- Quality referrals – They pre-qualify clients before sending them to me
- Trust in expertise – They let me handle mortgage conversations without second-guessing
- Professional referrals – They position me as the expert, not just “a mortgage guy”
Collaborative Client Management
The most successful partnerships I’ve built involve genuine collaboration in serving clients, not just parallel work streams.
Joint Client Meetings
For complex purchases, I often suggest three-way meetings (realtor, client, mortgage broker). This ensures:
- Everyone hears the same information
- Clients see us working as a team
- Questions get answered by the right expert
- Timeline coordination happens in real-time
Complementary Expertise
One realtor partner regularly brings me into listing presentations for clients who need to sell before they buy. I can speak to bridge financing options and sale contingency strategies. This collaborative approach helps her win more listings.
Shared Problem-Solving
Recently, a client’s employment situation changed two weeks before closing. Instead of panicking, my realtor partner and I strategized together: she negotiated a short closing extension while I found an alternative lender who could work with the new employment scenario. The deal closed smoothly.
Adding Value Beyond Transactions
The partnerships that last are built on more than just deal flow. Here’s how I try to add ongoing value:
Market Intelligence Sharing
I regularly share financing trends that might affect your business:
- Changes in lender policies for specific property types
- Shifts in qualification requirements that might affect your buyers
- New mortgage products that could help your clients
Educational Support
I provide educational materials for your clients and contribute to your marketing efforts:
- First-time buyer guides with your branding
- Mortgage calculator tools for your website
- Market update content you can share with your sphere
Referral Network Expansion
Strong mortgage brokers know other professionals. I regularly refer clients to my realtor partners for investment properties, family referrals, and relocation needs.
The Business Development Aspect
Great partnerships are also good business for both parties. Here’s how I approach the business development side:
Co-Marketing Opportunities
- Joint educational seminars for first-time buyers
- Shared booth presence at home shows or community events
- Cross-promotion in each other’s marketing materials
- Collaborative content creation for social media
Mutual Professional Growth
- Sharing industry insights and continuing education opportunities
- Introducing each other to other professionals in our networks
- Participating in each other’s professional development activities
Long-Term Relationship Investment
I invest in relationships beyond transactions:
- Remembering personal details and checking in regularly
- Celebrating your business successes and milestones
- Being available for advice even when there’s no immediate deal involved
Red Flags: When Partnerships Don’t Work
After 5 years, I’ve also learned to recognize when partnerships aren’t going to succeed:
Communication Red Flags:
- Expecting immediate responses outside business hours
- Wanting to control the mortgage conversation with clients
- Not providing context when sending referrals
- Getting frustrated when deals require normal processing time
Professional Red Flags:
- Promising clients things outside their expertise (like specific rates or approval guarantees)
- Sending unqualified referrals without disclosure
- Expecting special treatment on pricing or processes
- Not respecting professional boundaries
Relationship Red Flags:
- Viewing the partnership as transactional only
- Not investing time in relationship building
- Expecting immediate trust without proving reliability
- Being unwilling to refer other businesses back
Building Partnership Momentum
The best partnerships I’ve built have grown over time. Here’s how that progression typically looks:
Phase 1: Proving Reliability (Months 1-3)
- Delivering on promises consistently
- Communicating proactively
- Handling initial referrals exceptionally well
Phase 2: Building Trust (Months 4-12)
- Taking on more complex deals together
- Developing communication shortcuts and preferences
- Beginning collaborative planning for client scenarios
Phase 3: Strategic Collaboration (Year 2+)
- Joint business development activities
- Referring to significant business in both directions
- Acting as trusted advisors to each other
- Long-term strategic planning together
Measuring Partnership Success
I track several metrics to ensure our partnerships are mutually beneficial:
Quantitative Measures:
- Deal volume and consistency over time
- Client satisfaction scores and feedback
- Referral rates in both directions
- Time from application to closing
Qualitative Measures:
- Quality of communication and responsiveness
- The complexity of the deals we can handle together
- Client testimonials mentioning both professionals
- Collaborative problem-solving effectiveness
The ROI of Great Partnerships
Strong realtor partnerships have transformed my business:
- Predictable deal flow – 70% of my business now comes from realtor referrals
- Higher-quality clients – Pre-screened referrals convert at higher rates
- Complex deal expertise – Working with experienced realtors has improved my skills
- Professional growth – Learning from top realtors has made me better at my job
- Business stability – Consistent partnerships provide steady business growth
For my realtor partners, I hear similar benefits:
- Competitive advantage – Having a reliable mortgage partner helps win listings
- Client confidence – Clients trust realtors who work with trusted professionals
- Deal protection – Fewer surprises mean more successful closings
- Time efficiency – Streamlined communication saves time on each transaction
- Professional development – Learning about financing helps with all clients
Looking Forward: Partnership Evolution
The best partnerships I’ve built continue to evolve. We regularly discuss:
- How market changes affect our collaboration
- New opportunities for joint business development
- Ways to improve our client service delivery
- Professional development that benefits both our businesses
Final Thoughts: It’s About the Long Game
Building great realtor partnerships isn’t about quick wins—it’s about creating sustainable, mutually beneficial relationships that grow stronger over time.
The realtors I work with most successfully understand that great partnerships require investment from both sides. They’re willing to put in the time to build relationship foundations, communicate openly about expectations, and work collaboratively toward shared success.
If you’re a realtor looking to build stronger mortgage partnerships, focus on finding professionals who share your commitment to client service and long-term relationship building. The initial investment in relationship development pays dividends for years to come.
About Janos Gregus: Janos Gregus is a Mortgage Agent with 8 Twelve Mortgage Cambridge, Ontario. With 5 years in mortgage brokering and 20 years in relationship sales, he specializes in complex financing scenarios and building long-term partnerships with real estate professionals.
Connect with Janos Gregus:
- Phone: (519) 722-2750
- Email: gregus@8twelve.mortgage
- Website: https://mortgageswithjanos.com
- LinkedIn: https://www.linkedin.com/in/janos-gregus-98a662179
Ready to explore a partnership? Visit our https://mortgageswithjanos.com/realtors-partnership to learn more about how we can work together.
