Lessons From a Top Lender: How to Keep Clients for Life w/ Shelly Panzarella

Signature Buzz

Lenders and real estate agents are in the same business: getting families into homes.

It’s our job to make the dream of homeownership a reality for our clients - but the work shouldn’t end there.

The big mistake agents make is thinking the client relationship ends when they hand over the keys. Successful lenders understand the lifetime value of a client. They build a system that wows them at every step, and then they market to them after the transaction.

When you leave communication gaps between transactions, another agent can swoop in and take your client.

If we want loyal clients, we have to be loyal professionals first. That way, we’ll always be front-of-mind when a real estate need comes up.

Lenders like Shelly Panzarella understand this. She’s developed a long-term client appreciation process that spans years - one of the core drivers behind her continued success.

Also, as a lender, she sees first-hand what real estate agents get wrong and the opportunities they can chase.

In this episode, the co-founder of Prosperity Lending shares her formula for success and what agents need to do to win in any market.

Things You’ll Learn In This Episode

• The one skill every real estate pro needs It’s hard to know if your marketing efforts are working if you’re not tracking them. What steps can we take to stay on top of our numbers?

• Master client appreciation Real estate agents miss out on transactions because they underestimate the lifetime value of a client. How do we market to people long after the deal is done?

• Build a power real estate team A successful real estate transaction has many players. How do we assemble a team of exceptional partners?

• The rise of non-traditional loan programs Home affordability continues to be a concern in Nevada. How has this changed how people are buying homes?

Guest Bio

Shelly is a lender and co-founder of Prosperity Lending. She has been fortunate to work in the mortgage industry for over 20 years. Starting out as a loan originator and growing her way into managing Operations and Sales, Shelly has been a manager of teams for over the past 18 years and has a proven track record of reaching top rankings for regional, branch, and team production. To learn more, visit https://shellypanzarella.prosperitylending.com/.

About Your Hosts

Your co-hosts are Brandon Roberts, founder of Signature Real Estate Group, and Chris Bishop, General Manager. Signature Real Estate Group was founded in 2013 and has grown to 600+ agents in multiple states. Collectively, Brandon and Chris have trained and coached real estate brokers and agents all over the country, including helping agents become multi-million dollar producers in their first year. Signature has become known for its family atmosphere even as it grew and expanded from Las Vegas into multiple offices in Nevada, Utah, and beyond.

Christopher Bishop is a seasoned real estate professional with over two decades of industry experience. He currently serves as the General Manager at Signature Real Estate Group, where he leads a top-performing team of agents and brokers, helping them achieve exceptional results in the competitive Las Vegas market. Christopher’s career includes a prestigious role as the President of the Nevada Association of REALTORS in 2020, where he worked to advance the real estate profession across the state. His dedication to the industry was recognized in 2021 when he was named REALTOR of the Year by the Greater Las Vegas Association of REALTORS. In addition to his leadership roles, Christopher has coached and mentored brokers and agents nationwide, helping them build successful real estate careers through his proven strategies and insights. Christopher’s commitment to excellence and passion for real estate have made him a respected leader and influential figure in the industry.

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