Sales Checklist

By
Mortgage and Lending with Hunt-Miller Insurance Agency

We are all wondering... what do I do next?  Instead of giving up - TAKE A STAND.  Write more mortgages.  Work with the products and investors that are still thriving.  Change the negative media thus changing the potential borrower's that have a "wait and see" attitude and AID Realtors Production in this BUYERS MARKET with plenty of inventory to sale.  This is HOW... 

  • Make at least 2 appointments every day.
  • Call 5 contacts you know every day and ask how you can assist their friends and relatives who have been affected by the economic changes.
  • Spend the mornings working on marketing projects that you meant to get to but didn't have the time.
  • Study the remaining products available that could turn into your NICHE product.
  • Role play client calls with your peers.
  • Sponser an open house every weekend.
  • Offer to send out borrower change of address postcards for your Realtors and follow up with the recipients by phoning them.
  • Visit builder models during the week or in the early afternoon and offer to take their brochures to your realtor friends who can bring potential buyers to their models
  • Take a client to lunch every day.  A client can be a past borrower, realtor, or other professionals that have a vast contact list... network with them and share ideas.
  • Go over your entire client list and start that newsletter that you never had time for.
  • Contact the local school system's director of adult education and offer to teach a first time homeowner's class.  You would be surprised and the number of new leads this alone will generate.
  • Ask all of your friends and relatives to introduce you to anyone that they know in the real estate industry.
  • Join a networking group.  BNI.com gives a complete list of local clubs.
  • Go to every meeting that you can and get appointments face-to-face.  People generally will not say no if you ask them in-person.
  • Start a corporate lending plan and approach local companies.  A corporate lending plan is simply speaking with the human resource department heads to provide lending services to their employees.
  • Send out thank you cards every day to everyone that you have met.
  • Never leave an appointment without scheduling the next one.
  • Stop talking.  Ask questions and listen instead.  All people really want to know is that you care and are interested in their success.
  • Always end your day by planning what you are going to do tomorrow.  Write a to do list and be determined and excited about completing each sales activity listed.
  • START EVERY DAY WITH SOMETHING POSITIVE !!! 

Comments (4)

Tony & Darcy Cannon
Aubrey and Associates Realty - Layton, UT
The C Team

Melissa, great, positive post!  Many of your suggestions could be used by Real Estate Agents also, especially the last one!

Oct 23, 2008 06:19 AM
Melissa Cochran
Hunt-Miller Insurance Agency - Macon, GA

Thank you Tony & Darcy, I do appreciate your taking the time to read.  Much success to The C Team!!!

Oct 23, 2008 06:22 AM
Associate Broker Falmouth MA Cape Cod Heath Coker
https://teamcoker.robertpaul.com - Falmouth, MA
Heath Coker Berkshire Hathaway HS Robert Paul Prop

And as the instructions on your shampoo bottle read: Repeat.  This can keep you in motion.

Oct 23, 2008 06:41 AM
Melissa Cochran
Hunt-Miller Insurance Agency - Macon, GA

Heath, Thank you... as usual, it is insightful to remember NOT to just begin something but to REPEAT IT.  Repetiveness makes a habit - and who wouldn't want SUCCESS to become a HABIT !!!

Oct 23, 2008 07:07 AM