One of the greatest parts about coaching those in the mortgage industry is when a strategy or strategies you share with your people takes hold and generates big results. Most of the time it is something very simple and often overlooked that makes it happen, like simply making calls to your closed clients on their birthday or to do an annual review. The summer opens the door to some of my favorite strategies and some of my newer clients have embraced the activities and are seeing results. In some cases, EPIC results, their words, not mine.
Taking the time to create a specific summer action and activity plan makes it fun to keep connecting with clients and referral partners while providing value to all by using the most simple of strategies. Just making weekly status calls, not emails, to your preapprovals help reduce “leakage”. Providing information using the “Forever Home Strategy” keeps you connected with your Realtors and helps them generate listings and sales you help make possible.
In many parts of the country, people are closing right before school starts. The ability to be agile and quick to convert a preapproval into a closed client is winning deals over other lenders who can’t make it happen in time! The connection to listing agents, small banks, and credit unions helps establish and maintain lasting relationships!
We all have to look at our market and get tuned into what is the most value. Being able to use that local expertise to make transactions happen virtually eliminates those online lenders or those chasing “leads lists”. Real life strategies that actually support your referral partners and provide an exceptional experience beats a fake low rate that will never close!
So as we start planning for our August and September strategies, take the time to talk to your people about what they are seeing, where are the log-jams? How can you use your local experience to connect with those who see the value in that expertise? Simple, effective, and area specific strategies are one sure way to keep loan opportunities coming your way during those “dog days” of summer!
So to my originators who are working hard to make those around them enjoy the process and create a better transaction experience, I thank you for your efforts! For those setting personal bests in new applications, closings, and closed dollar volume, while continuing to build a pipeline of qualified borrowers, keep moving forward! The second half of 2019 will likely be even better for you than the first half!
Questions or comments: Mike@IMTcoaching.com