Welcome to December! What a glorious time of the year! The year is coming to a close, holidays to prepare for and enjoy, and many friends and family to spend time with. That said there is still work to be done in December!
We all must remember that the mortgage industry is a momentum and flow business. Just because the months and years change, nothing really ends. We will all look into 2020 with relationships, pre-approvals, applications, databases, and active files that will cross over into 2020; nobody really goes to zero but the scoreboard!
Completing the year requires quickly completing and clearing all files left to be closed this year and be certain all the supporting players are on task and schedule with your timeline! Make sure everyone is working on your plan; one misunderstanding can cause huge issues! Every file should be CTC no later than 12/20 with a clear understanding of closing dates and times for all parties!
Preparing your list of other professionals to connect with who are engaging their customer base as the year ends is also important! Opportunities are significant with low rates, refinances, trade up or down, program and guideline changes, rent to own, first time seller and expired listings are just a few conversations we need to be having!
All the parties are a great distraction and certainly fun; but don’t forget the rules!
- Be certain to attend the events you need to attend
- Work each room and speak with everyone
- One drink maximum
- Keep it fun but behave properly
- You can destroy a relationship or put yourself out of business by breaking any of these rules!
Big shout out to those who worked hard through Thanksgiving weekend and found themselves with significant opportunities to show for it! Black Friday Sales went great, contracts were written and loans came in. We also saw new referrals for loans to close this year from people who never referred us before, just because the loans could close by the end of the year!
Agents who made offers, offers that were accepted, all based on the fact that the deal could get done by the end of the year! In fact, some of you are still accepting transactions through this weekend and stand-alone in your markets! GREAT JOB!
There is still work to be done! Opportunities to generate and convert! Do the work and get the reward of being the one still standing!
Questions or comments: Mike@IMTcoaching.com