We are just a few weeks away from closing the books on new loans to close in 2018. In some cases there are lenders already shying away from loans that have to close in 2018. One of the key strategies is to NOT be that lender that states you can get it done, only to leave everyone in pain when they can’t get it done. That means doing the right thing by doing your job correctly. Here are a few things to keep in mind:
- Never commit to closing if you aren’t 100% certain it can close.
- Know when the last day is that you can accept completed applications that can close this year.
- Be specific about your preapproval and all the surrounding players being on the same page and able to complete the tasks at hand by the date due.
- Know the calendar! Christmas and New Year’s Day is a Tuesday this year. Are you open and available to close loans on 12/24 and 12/31? What about Title, Insurance, and others?
The key is to be very clear and specific about what you need and what is possible! Many Realtors® are pushing to get deals closed because it impacts their commission schedules. One deal not closing could cost them thousands in future commissions! The flip side to that is that many Realtors® may have a listing that has to sell by the end of the year, and they need to trust you at your word that you can get it done!
People are counting down the days to the end of the year. Those people need to know they can count on you to be the professional that can live up to your word and deliver the process that makes it possible. So as we count down the days, be very clear about your capabilities and that of your team. There are real people involved and success will reap rewards, but failure to deliver can be devastating to all involved. I have seen people make their reputations and destroy them in the last few weeks of the year!
So as your counting down the year, be certain that those who trust you can truly count on you to get done what you say will get done!
For questions or comments: Mike@IMTcoaching.com