Here Is What Is Working

As we are wrapping up 2018 and looking at what is working for those committed to improving their business, here are the three things I am finding that are working best for those who have improved the most.

  • Use of video. For 7 years I have been pushing for mortgage professionals to incorporate video in their business to better connect and communicate. Video works for you 24/7/365. Putting together your video business cards, FAQs, short tutorials, and especially the use of video coupons.
  • Birthday calls. The simple act of calling your clients and referral partners on their birthday has been a huge boost in opportunities for those making the call. This one simple act that takes less than 10 minutes a day can help grow your business by more than 30%!
  • File replacement. Mining your files for potential new opportunities to do loans or find new referral partners has proven to do just that, create new opportunities while working on current ones.

There are many other tools and techniques out there you can use and many things that will work well or better than others. The important thing is to take a good look at your business and see the one or two things that take less than ten or fifteen minutes a day to do that will substantially change your business!

One other point I wanted to bring to your attention this week is the value of the note. A simple hand written note can really change the perception and the level of connection between a person and a product or service provider. A simple case in point is my recent trip to Ohio last week. I left Florida where it was 82 degrees and arrived in Columbus to find in to be 21! On the drive to my hotel, it was windy and then it began to snow. When I got to the hotel and got by bags out of the car, the cold, wind, and snow was really putting a damper on my mood for sure!

I checked in and got to my room just wanting to get my clothes put away and warm up when I spotted a note on the desk. It read:

“Mr. White,

Welcome to our hotel! Thank you so much for choosing us for your stay! We are so excited to host you, especially as a valued Gold Hilton Honors member! If there is anything we can do for you while you are here, please let us know!

-yours in hospitality,

Front Desk Team

Needless to say, this really helped change my mood and reset my focus for this trip. It also confirmed to me the power of the handwritten note! I have this note and will keep it as a reminder that personal attention to detail in the form of a simple note is still a very powerful tool in providing an exceptional customer experience!

Questions or comments: Mike@IMTcoaching.com

One Weekend Left

Most of us only have one weekend left to secure new business to close in 2018. Some of you may be able to stretch it out a bit further, but realistically we are looking at the last weekend this weekend. With that in mind, what are you plans? A few simple steps might help:

  • Record a video about this being the last weekend to bring in files to close in 2018.
  • Share the video on YouTube®, Facebook®, Twitter®, LinkedIn®, and with every real estate office and referral partner you have.
  • Target every small bank and credit union either with the video or just a flier brought to each office on Friday.
  • Locate every Open House this weekend and share the same information via video and flier with each agent and prospective buyer.
  • Call every pre-approval you have currently, and go back and look at every pre-approval you lost touch with and share this information!

It won’t take that much energy and the rewards can be enormous. Besides, what else do you have to do? Even if you don’t find a loan, you will get practice at doing a video, sharing important information, and contacting people who need to hear from you because they might NEED you!

The next things I need to talk about this week are holiday parties. Holiday parties can make or maybe break your career. Holiday celebrations are important. Just be sure you do a good job of making good choices! Attend the ones important to you and your business, but avoid too much holiday cheer; and by that I mean don’t drink! Nothing can ruin you faster that a DUI or being drunk at a party. In fact, you might consider being the designated driver for those who drink too much and don’t have Uber yet!

On the success story side of things, some of you worked the “Black Friday Sale” and made a few people’s holiday by helping them into their first home. Others found new business by using the “Pie Giveaway”. Others remained committed to working Open Houses and found people in need of your help. And last but not least, we had one group already put together eight transactions to close this year for a builder’s inventory homes. All of this is very cool and I am sure there are a few new success stories still to come this holiday season!

Questions or comments: Mike@IMTcoaching.com