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What are YOUR hot buttons?

By Geoff Thomas

Mortgage and Lending with Golf Savings Bank

May 18, 2007 06:07 AM

I have a meeting with a real estate office on the 29th. I spoke with the broker on the phone to set up this meeting during their weekly sales meeting. I want to put together a presentation that is going to hit some hot buttons to get their attention and make them want to at least give me a try. I feel once they do they'll be thrilled with the service and continue to send me loans but I just need to get them to send me the first one to get my foot in the door.

From what I've gathered so far from being in the business Agents don't care much about rates and fees and stuff like that unless they are ridiculously high which mine aren't. But rather agents are more concerned that their deal is going to get done. My prompt service, attention to detail, and being proactive in getting over hurtles are going to get the deal done on time. However anyone and I'm sure every LO they've talked to has told them the same thing that they will get their loans done on time yadda yadda yadda. What are some key things that would make you agents actually listen to what a LO tells you when they are trying to solicit your referrals?

Thanks for you help!

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John Barry Seattle Washington Home Loans

Home Loans - Kirkland, WA

Geoff,

You are correct on the rate and fees. Most mortgage companies have similar rate fee structure. I have found that most agents appreciate helping them find creative ways to help a listing sell quicker (using a special program perhaps) . They appreciate a loan officer who brings business to them.

Maybe a quick update on a loan program that can help them in their area. If it's a area that deals with new construction- letting them know you have a loan that will pay them upfront versus waiting for the house to be fully built. Letting them know there are loan programs that the builder can lock in a block of houses at a below market rate.

If you can help them increase their business you will be in high demand. these days excellent service and attention to detail sis expected (though I agree- not always being delivered.)

Keep up the good work. Feel free to call me if you want to talk about other ideas.

John Barry

Sales Manager

First Horizon Home Loans

425-576-2217

Jun 12, 2007 10:03 AM

Geoff Thomas

Golf Savings Bank - Snoqualmie, WA

John,

Thanks for the info. Do you work for First Horizon retail or wholesale? We have a wholesale AE that services our office. She doesn't make it in much but she is very helpful on the phone and good about getting right back to you if she can't pick it up when you call. Your wholesale rates are usually some of the better ones out there and if someone beats them it usually isn't by much.

Jun 12, 2007 12:50 PM

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Geoff Thomas

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