We have just a couple of weeks left to put deals together and get them closed before Christmas and New Year’s. All calls and visits need to remain focused on the fact that there is still time to get deals done and that getting a deal done before the holidays often means you will be paying less for the home and competing with fewer buyers because of those “waiting” until after the holidays to make something happen. Seriously, will prices come down or will there be less demand in January? I really don’t think so. So making sure your referral partners and clients know that you can still get it done is the message you need to bring to the streets. You need to bring that message hard for the next week and be certain you push right to the last day!
We also need to be aware that as we come upon Thanksgiving and the start of the holiday party season, that we remember to be social and not sloppy! Enjoy yourself but be careful to manage the merry making to a low roar! You can’t afford to be the life of the party or to over enjoy to the point of no return! You need to remain professional at all times and helpful to those that may have overdone it. This is not the time burn bridges; it’s the time to build them through respectful and professional celebration. You also need to be sure you make appearances at all the functions that you are invited too, and be certain to keep RESPA in mind when you are planning gifts. If you aren’t really clear that what you are doing is compliant, be certain you ask someone to review your plans that knows the rules and follows your company protocol. Different companies have different rules. Just be careful.
This is also a good time to support your referral partner’s charitable efforts or work within your company framework and support one as a group. I know from past experience that working with charitable organizations during the holidays can be very rewarding and they all can use the help. Be certain you are the one doing the work, nobody needs more queen bees; charitable groups need worker bees! Do the work and help, the reward is in making the effort!
There will be no blog post next week because of the Thanksgiving holiday, but that doesn’t mean it’s time to coast! The “Black Friday” weekend can be a great weekend to put loans together and I know many of you are working the “Black Friday Home Sale” idea we have talked about here in the past. These last few weeks of effort will all come together resulting in a few extra deals and a number of new referral partners because you have executed a plan based upon providing exceptional value following a sound strategy. These benefits will reward you both short and long term. While many originators have already packed it in for the year, you have been doing the work and will see the rewards of those efforts all through 2015!
I thank you all for taking the time each week to read and share these posts. I am also very thankful to those of you that took the time to visit www.forever19.org and like us on Facebook®. It means a great deal to my wife and I and to those of you that took the time to order tee shirts, dog tags, and bracelets; or who made generous donations, we will keep you in our thoughts and prayers and thank you for helping us help remember all those who have served!
Questions or comments: mike@IMTcoaching.com or visit us online at http://improvemytomorrowcoaching.com