Ever Been This Aggravated ?
Last Sunday I went to the beach with my wife just to get away. We stayed with some friends ( a realtor) and were having a great time.
Note- there is a lesson here BEFORE we get to the main lesson- Read more
Posts
WHAT DO YOU SAY? – DO YOU HATE REALTORS TOO?
DO YOU HATE REALTORS TOO?
Last week I was in Boston speaking at the ACUMA ( credit Unions) event. I spoke with one of the production people and we chatted about how they generate new business.He told me what I have heard hundreds of times “I hate working with Realtors”
THIS IS A BIG MISTAKE
Realtors still control the majority of transactions in this industry and that is a simple fact. But think about their side of the table for a minute. When they give you a loan they are actually giving you 2 things.
1. Their Paycheck.
2. Their Reputation
Stop for a minute and let that sink in.
Now of course there are ways to generate business BEFORE the buyers get to the agent – and in fact I have an entire course on that at:http://RentersIntoLoans.com/renters
Realtors are pushy and they need to be sometimes.The key is in communication. Let me give you an example.
The agent calls you and says when can we close. The contract says closing is July 31.
WHAT DO YOU SAY?
Most loan officers would say we should be fine for the 31st
We are always going to be pushed to get things done and then get blamed when the borrower doesn’t do what they are supposed to do. This in turn makes us hate working with Realtors.
BUT I FOUND A SIMPLE SOLUTION – and here are some scripts
1. When will this loan be approved?
Response-” Once I have all the documents I requested we can get them submitted and approved in 3 business days.”
2. When can we close?
Response- Once I have all the documents and the underwriter has signed off we can close 2-3 days later.
Do you see a pattern here?
You don’t need to give a date- You need to place the time frame issues where they belong – on the borrower
Once A happens- B can happen
Having said all of this it is still OUR job to prepare the borrower for all the items they will need- to explain the process and to communicate weekly so everyone knows what’s in and what’s needed.
In fact- Do you ever read the purchase contracts?
Each contract has a financing commitment date-
If you don’t have the documents you need – why should YOU be blamed?
I do a status meeting each and every week with my processor to go over all of my files- If we are coming close to a contract approval date and I don’t have the items needed I will let the agents know to get an extension because the borrower has not provided all the needed information.
NOW WHO IS THE AGENT UPSET WITH? The person they should be!
Once you become an “offensive” communicator you will LOVE working with Realtors- realize we are all on the same team and don’t forget we are being trusted with their reputation and paycheck.
[info-box type=”general”]
Brian Sacks – Top Originator
[/info-box]
JULY- What You MUST Do In July
We are now mid way thru 2015 – six full months worth of business yet to be done.
SO HOW WAS THE FIRST HALF OF 2015 FOR YOU?
This week I am taking my son to college in South Carolina. He was recruited to play D-1 Lacrosse at Furman University and one of the ways they assist their student athletes is by giving them a free summer session so they can get some classes under their belt and not have to take a heavy course load during their sports season.
We are packing up today for the 10 hour trip from Baltimore to Greenville. There are a number of routes we could take but we have mapped out one that seems to be the fastest and easiest way to go.
THIS IS EXACTLY WHAT YOU NEED TO DO WITH YOUR MORTGAGE BUSINESS
Sounds strange huh?
But stop and think about this for a second. Hopefully you have set a goal for 2015 in terms of how much you want to earn and how you will accomplish that goal. If you haven’t you NEED TO DO THAT RIGHT NOW! I’ll wait.
EXAMPLE– If you want to earn 100,000 and your average loan is 200,000 and you earn 100 basis points then the math is pretty simple right?
You need to originate 55 loans and close 50 loans – ( 50 x 2000= 100,000) The extra five are for loans that don’t close – you really should not have more than a 10% fallout rate on loans you originated.
NOW THE BIG QUESTION– HOW WILL YOU ACCOMPLISH THIS?
This is the most important question you can ask yourself. Here’s what my list looks like ( my figure is higher than 100,000 in income so adjust yours accordingly)
Realtors – 7 deals per month
Referrals- 2 deals
Direct Marketing- 3
Boomerang Buyers- 3
Now take a minute and write yours down. Realtors and Referrals are self explanatory. For direct marketing I include You Tube ads /videos – Facebook and Direct Marketing to renters ( see http://www.RentersIntoLoans.com for more information but this involves targeting a specific complex (s) and putting them thru my system so they can then be a pre-approved buyer I provide to Realtor partners)
The Boomerang Buyers are also targeted buyers that I market to who have a credit challenge or bankruptcy/foreclosure but are approvable with current guidelines. Very few originators are marketing to them but there are 7.3 Million of them and they are eager to rebuild their credit and own a home.
NOTICE- I ONLY market to those I know fit current guidelines for FHA -VA- CONVENTIONAL and other non-QM programs.
( you can learn more about these buyers on a webinar I recently conducted – http://www.BoomerangExpert.com/replay
Now you have a plan – You know exactly where you want your business to come from- you know exactly how much you need from each source.
EVERY MONTH YOU NEED TO take out a sheet of paper and see if you are on track!
This is exactly what I will be doing on my trip to Greenville. I need to constantly be checking to make sure I am on the right road and headed the right direction. Am I on time? Am I lost?
Now that we are mid way thru the year you should be reviewing these figures for the year and adjusting your goals and plans for achieving them so you can have a great second half of 2015.
Here are some questions to ask:
Did I originate the correct amount of units?
Did they come from the sources I anticipated? If so great- can you kick it up?
IF NOT- what worked – what didn’t – why?
Should I replace that strategy or try to tweak it?
Please don’t just read this article but actually take out your pen and paper – or laptop and excel sheet and start planning your success for 2015 part 2
[info-box type=”general”]
Brian Sacks – Top Originator
[/info-box]