Ok now that I have your attention, I wanted to touch on something I have been thinking about, realizing and practicing on a day-to-day basis.
It is that little buzzword: PROFESSIONALISM: I call it "deal insurance."
You know I was listening to Mr. Brian Buffini, the wise old irishman, the other day discussing dialogues and how to deal with clients. The thing that stood out was this quote:
"Right now you might be frustrated because you are closing 1 home a month or lender say 2 loans a month and you are used to say 3 homes a month and lenders say 4-5 a month. But remember the context....There are many who are not doing any deals a month right now."
It was that little mental shift that settled me down from being so so hard on myself. You know the little mental games that Shad Helmstetter talks about in his book: "What to say when you talk to yourself." I routinely catch myself with the "I am no good at my job or life dialogue." As we all know, we are our worst critics.
This market has been tough but I am doing "ok." I am starting to rebound in a strong way and gain marketshare and mindshare in this business.
I think the #1 factor attributing to being a successful real estate and lending professional is the basics:
- Get up early
- Stay late
- Ask for the business
- Return calls
- Be accountable
- Be Responsible
- Be moral and honest to all
- Answer the phone or return a text
- Be helpful and supportive of your referral sources (they do are going through a lot right now as well)
- Provide a unique service and be outragious with your clients - make them laugh a lot! Get to know them! It really is fun!
- Look for new ways to prospect and get business (I am now getting leads via Active Rain and Zillow pretty consitently)- I am being interviewed by the PR department for zillow based on my active quoting and participation. pretty cool!!
- Be grateful for your health, your kids' health, your family and friend's health.
- Be grateful for what you have; not what you don't!
- Watch the secret; live it as well!
- Go to the client's home to sign paperwork such as disclosures when you can!
- Attend the loan signing when you can
I met with clients at their home to sign RESPAS on Wed night at 6 pm and it was great. Two weeks ago I drove from Sacramento to Oakland for a 20 min conversation with a client. That was a 4 hour round trip for 20 minutes of dialogue.
Sure it takes time; sure we are all busy. But boy does it feel good for you and, believe it or not, the client when you meet face-to-face (from a lending standpoint). When I meet with the client and follow this simple list above, I don't ever lose the deal.
This what I refer to as "deal insurance."
Are you in good hands??
Mike
Yes I love what I do!
Starting next month, I will be a featured speaker at Borders books on Douglas teaching a course for all entitiled:
Mortgage Planning for Dummies - 2008
more to follow ...It's a great time to be alive!
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