For those of you who are still engaged in the work of being a mortgage professional, here are a few strategies you can use over the last few days of the year that could provide an additional deal or two for the coming year and maybe find you a few new referral partners along the way.
Holiday parties: You are certainly welcome to partake in the festivities, just be careful not to overdo it. A drunken originator is not a professional. Be sure to consume all in moderation. If you are going to an office party, be certain to acknowledge the host with a gift for all to share. Food is always a good thought because adding more alcohol may only add fuel to the fire!
Be social and network but be careful not to “sell”. As a professional you are always sharing and never selling, especially at a social function like a holiday party. You can always make appointments to follow up with business related conversations at a later date. Always be sure to follow up with a “Thank You” note the following day to the person that invited you and the host of the event.
Expired Listings: December 31st and January 1st see a large number of expired listings hitting the market. Talk to all of your agents about their plan for these opportunities and be certain to share your thoughts on how you can help engage and support an expired listing.
Mailing HUD-1 statements: Now is a great time to print out a copy of every HUD-1 from every closing you had this past year. Then get them in the mail with a note telling them that their accountant will likely want this document to help prepare their tax return. It never hurts to remind them that you are available to help or answer any questions.
Volunteering: Always great to help a group, organization, or charity during the holidays. Being someone people learn to count on to get things done is never a bad thing for your business. It also makes you feel good to help those in need of your assistance during the holidays.
Accountants & Financial Planners: As they get ready for tax season and rebalancing portfolios, it is always a good idea to remind them about the “Annual Mortgage Fitness Check-up and Identity Theft Screening®”. You never know who is thinking of moving, needs to move, or would benefit from a refinance.
Queue up that database: Who is over 4.5% on a fixed rate loan and who may have an ARM recasting in the coming year? How about we refinance out the old with a new loan that saves them some money and helps them pay off some holiday debt by missing one mortgage payment when they refinance?
December 26th – 30th and January 2nd – 4th: What are your plans? If you are working, be sure you know who else is working as well, and locate who is covering for those that aren’t. There will be buyers looking and sellers selling on these days. Don’t miss out a chance to make connections and put together some transactions but have a clear contact plan for these days. If you are thinking about working, have a clear plan to get out and get engaged! Visibility rules!
I wanted to thank all of you for keeping connected through this post and I look forward to a great 2015! Have a Very Merry Christmas and a Healthy, wealthy, and safe entry into the New Year!
Questions or comments: Mike@IMTcoaching.com or visit us online at http://improvemytomorrowcoaching.com