7 steps to get more referrals-from the closing attorney's perspective

 7 steps to more referrals from the closing attorney's perspective

The angle of this blog is that I am speaking solely from the closing attorney's standpoint and only from what I see from the moment you walk into the closing attorney's office to the moment you leave.

1. Make yourself known.  I can't think of how many times I hear an agent's name for the first time at closing.  Call the office.  Make sure we have the same contract as you.  You might be able to track down that document that is dying to hold up the closing. Maybe we need your commission sheet.  You do want us to have it, don't you? What if the package comes early.  You will get a HUD! Getting on the same page requires communication.

2. Show up.  Seriously!  Agents that don't show up to closings are beyond me. Period. You ARE needed. Trust me.

3. Be on time.  This stuff is ABC's, but arriving at the closing when everyone is getting up from the closing table is bad business.  I can only hear a buyer/seller say so many times that you came just for the check before you realize it is not a joke. 

4. No issues for the closing table.  Resolve all issues before closing.  Some sort of last minute negotiations will kill your deal and is very unprofessional. Have you ever heard someone spout out as the closing is wrapping up, "did you ever finish the (fill in the blank)?  It kills us all prematurely, I know it.  Your client will tense up. They aren't in the industry. A bad taste is left.  This is a closing ceremony, isn't it?

5. Let it go (at least for now). Be nice.  Some people are difficult to work with and negotiate with.  If bad blood exists between you and the other agent, let the personal stay outside.  As a client I would prefer someone who would be my advocate, not someone to create a controversy.  

6. Contact info.  Always make sure to give your contact info to the closing attorney, and be sure to get theirs.  Things happen after closings.  The same goes with the client.  Get their email address, stay in contact.  When I talk about homestead exemptions at the closing table, you should add in how you will send them a reminder at the beginning of the year.  SIDEBAR:  send one on Jan 1 and one more reminder before it is due. People forget-factor it in.

7. Leave with a smile.  If you have to loiter in my lobby until someone says something funny or nice, stay with your client.  Debrief, if necessary, but leave on the same page that a good job was done. It was harder than one would think, but you guys got it done together.  And it wasn't that bad, was it?  You stuck in there.  You acted professional.  You got the job done.  Sounds to me like grounds for a referral.  How about you?

JP McClelland, Esq.

The Law Firm of JP McClelland

115-A New Street

Decatur, Georgia 30030

The Real Estate Attorney       

www.jpmclaw.com