Quick Observations

After another strong week of activity, I wanted to share a few observations with you. First and foremost, please keep connected to your pre-approvals. Your failure to keep connected is like giving them permission to go to someone else! If you aren’t showing an interest in their search, you are likely losing your grasp on their transaction. So please; give your people a call at least every two weeks to ask how the search is going. Be supportive and optimistic. In many parts of the country low inventory of listed homes are making multiple offers more common, and your client may become frustrated. Now is the time for empathy. Encourage them and share possible strategies to help them, and their agent, find that next home.

Next, please mind your pipeline! It’s not anyone else’s problem but yours to manage! I don’t care if you have an assistant or a processor. It’s YOUR responsibility to make sure things are on schedule and making this a great experience for your client and referral partners! After all, this is how you earn future referrals, by setting proper expectations, timelines, and executing your plan! This is what you have to own. You can certainly delegate, but you can’t abdicate! You are the face of the transaction. Nobody cares if your assistant, your processor, your underwriter, your whoever made a mistake or forgot to do something! It’s YOUR transaction and YOUR reputation! So keep connected to your pipeline and your file flow! It takes only a few minutes a day, and it’s well worth it!

I know the “dog days of summer” are upon us! I know everyone is on vacation. Yes, I agree that nobody buys houses in the summer. Of course, there isn’t any inventory to sell! NOT TRUE! There are plenty of transactions to get in front of. There are plenty of people who are working or looking for a new home to buy or one to sell! And there are plenty of people who would list their homes for sale if they knew what they could get if they just sold their current home!

Work with your Realtors® using “The Forever Home Strategy®”. Get out there and talk to the people in the market who already own the homes you would like to be available to your clients. Share with them the information on how much home they can get for the same or slightly higher payment! Remember, they likely have been out of the market for a while. They might have a current payment based on a smaller loan amount but a much higher interest rate! The next step up for them may very well be about the same monthly payment!

So please remember to keep connected, do the work, and use your tools! There is no reason to take your foot off the gas right now! In fact, I think now is an excellent time to stomp the pedal to the floor and air it all out! There are plenty of transactions to get in front of right now! Just use the tools and follow your plan!

Questions or comments: Mike@IMTcoaching.com or visit us online at http://imtcoaching.com

Published by

Mike White

Improve My Tomorrow Coaching is a company founded by Michael F. White to help mortgage professionals reach their true potential. Based on a belief that working the fundamental principles of the loan origination business combined with a solid system to leverage your day to day business into a self sustaining career! If you are looking to generate consistency in your business, you need to know and implement the fundamentals. Once you know what to do and when to do it, being a mortgage professional is fun, challenging, and profitable. Since the average loan originator in the country closes less than three loans a month, the average originator is unaware that closing seven, ten, twelve or more loans per month is often easier and less stressful than just two or three! If you are tired of the pain and punishment of not knowing where your next deal is coming from; if you spend more time being “busy” instead of “productive”; you need to look and see how we can help you get to a whole new level of business. Take some time to explore this website and read all the free information. If you find some things that cause you to rethink how you are currently doing your business, let us help you! It starts with YOU! There are two programs you can choose, a group program and private coaching. Please look at both before you make your choice.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s