Randy DeMille – Working the Purchase Market for Loan Officers.
R.Randy DeMille, NMLS#112145
Atlantic Bay Mortgage
(757) 222-4904
randydemille@atlanticbay.com
www.atlanticbay.com/randydemille
Goal is to have 30 realtor leads each month.
Open houses, seminars, coaching, database assistance, flyers, CD’s, Tuesday update calls, Thursday pre-approval calls, attend closings.
Develop a Mail/Call/Visit form to track your contact with realtors. Contact Randy DeMille for a sample copy of this document in Microsoft Excel.
Put realtors on this list: Send letter, message, talk to, lunch (makes you Mail, Call & Visit).
Focuses on realtor business four days per week.
Monday – Lead Tracker & Realtor calls.
Call realtor (30) every Monday.
“Who do you have today for me to pre-qualify?” Goal is not to leave a message, but to talk to. Service, partner or repair.
Tuesday – Lead tracker & Realtor calls.
Update calls to realtors and clients. It’s ok to leave a message like “I just wanted to talk to you about the file at 123 Main Street – please give me a call at the office at xxx-xxxx.”
Introduction call to listing agent. Also ask “do you have any questions for me.” “I’m going to call every Tuesday – what’s the best time to call on Tuesday?”
Tuesday – follow up again. Build a relationship! Update, but again ask if they have any questions. Also, “hey do you like these Tuesday update calls, this is like our third one now, and just wanted to make sure that you like and appreciate what we’re doing. Does your current lender do this? What’s the best time for me to stop by your office – I want to get to meet you, we’ve had fun on these calls and what would be a good day for you, Wednesday or Thursday?”
Wednesday – Lead follow up & applications (and annual reviews).
Thursday – Lead follow up & call each TBD client & Realtor.
Call the realtor and ask if they need an approval letter before the weekend! Offer to bring by office too.
Friday – Lead Tracker and Realtor & Business People calls.
“Who do you have for me to pre-qualify today?” or “Are you taking anyone out this weekend that you would need pre-approved?”
Even can call on Saturday and leave a message that you are available over the weekend.
Consistent action is the key.
Randy DeMille – Atlantic Bay Mortgage Group
Closing techniques:
Triangle for Trust, The Three Why’s, and F.F.A. - Find a need, Fill it, and Ask for something specific.
“What do you like about your current loan officer?”, and “if there was one thing you can change about your current lender, what would it be?”
Brain surgeon technique:
“How many mortgages have you done before in your lifetime? Five?, great, I’ve done over one thousand and because of my knowledge of over one thousand clients that I’ve helped, I’ll sit down with you for fifteen minutes and give you the best advice that I can so you can make the best decision for you and your family. What’s better for you, Wednesday or Thursday?”
“I’m going to look at your financial situation and give you the advice based on my one thousand clients that I’ve helped. Now I know you have experience because you’ve done five, but I’ve helped over one thousand. So based on that experience, I’m going to share my knowledge and give you my advice on what is best for you and your family. Are you interested in that?”
Randy DeMille – Doctor/Nurse, How to effectively create job segmentation.
R.Randy DeMille, NMLS#112145
Atlantic Bay Mortgage
(757) 222-4904
randydemille@atlanticbay.com
www.atlanticbay.com/randydemille
Much of the information gathered is credited to The Core Training Group.
Randy DeMille
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