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What to Say When Realtors Object to Doing Business with you – 4 Scripts!

What you will learn: Scripts loan officer can use when… Agent asks for you to pay for their advertising Agent tells you they already are working with another lender Agent tells you they have an in-house lender Agent tells you that they refer 3 lenders I am sure that you have heard some of common objections you get from real estate agents when asking them for the business. Real estate agents are not unique when it comes to making a change.  Most people hate change to begin with.  So people

Done4You Realtor® Article: Do You Have Clients Who are Wasting Your Time?

Have you ever had clients who you thought were stalling?  Not responding?  Wasting your time?  While it’s hard to know upfront if a client is motivated, there are some red flag behaviors that might help you determine if you should continue working with them.  Delaying the mortgage pre-approval or final approval process.  You may be working with anxious clients—wanting you to show them homes BEFORE they have talked to a loan officer or taking the next steps to be pre-approved.  They may say that everything

What Are You Willing to Do to Get More of What You Want?

What You Will Learn: How fear might be holding you back from creating more business Tips on how to consistently market/brand yourself Written By: Coach Victoria Fifield, Owner & Head Business Coach of I CAN Coaching Company and Creative Administrator of her FREE help Facebook Fan Page, "Free Business Coaching Tips, Tools & Resources for Mortgage Professionals."  Website: http://www.icancoaching.net/ If there is one thing I ask my seasoned loan officers to change right out of the gates when they…

Top 9 Sales & Marketing Strategies from 2018 Issues from LO Magazine

What you will learn: Top Most-Read Mortgage Sales & Marketing Strategies Short Description on how they help increase your business It’s that time of year where we post the Top 9, most widely read, mortgage sales and marketing articles from 2018. Just in case you missed them – or want to review again and include in your 2019 business plan – they are listed below in no particular order. If you are not a subscriber, you'll need to subscribe before you can view the complete articles (and downloads) below.…

How to Reconnect with Past Clients that You Haven’t Contacted in a While

What you will learn: Why your past clients are the future of your business Script you can use to reconnect. Let’s say that you bought a car 3 years ago.  The sales person calls you up “out of the blue”.  Would you be upset if they said “This is Joe from the ABC Car Dealership and I was wondering how the Jeep that you bought from me 3 years ago is running?” Or would you be okay with Joe saying “This is Joe from ABC Car Dealership. I know I haven’t been in touch for a while, and if you have any questions…

Done4You Realtor® Article: 10 Commandments for Sellers When Listing a Home for Sale

I recently found these 10 Commandment for Sellers written by Mimi Foster, EPIC Real Estate Group, that she gives to sellers when she lists a home for sale.  They pertain to the rules to follow when a seller’s house is being shown.  So, what would you add to this list? RULES TO FOLLOW WHEN YOUR HOUSE IS BEING SHOWN THOU SHALL NOT TURN DOWN A SHOWING. You only get one chance for prospective buyers to see your home. THOU SHALL NOT LET ANYONE IN WHO KNOCKS ON YOUR DOOR. People see a real estate sign and want to see…

Client Done4You: 13 Most Desired Outdoor Features that Homebuyers Want Now

The National Association of Realtors published the results of a survey regarding the value of outdoor features, how they contribute to the curb appeal and how they increase the value of your home. According to the NAR, curb appeal plays a significant role in tackling any outdoor project. Among REALTORS®, 94 percent have suggested sellers improve their curb appeal before listing a home for sale. When working with a residential seller, 99 percent of NAR members believe curb appeal is important in attracting a buyer (79…

Realtor Sales Meeting Idea: Lender Trivia Game

What You Will Learn: How the game works Script on how to introduce the game Trivia questions to ask Supporting documents to distribute Download trivia questions Here’s a great Realtor Sales Meeting idea that Kaytlyn Senkbeil, Mortgage Network, Maryland uses to add some fun and provide mortgage information (handouts) at the same time. It’s called “Lender Trivia”. Dowload the cards here!  The concept is like the game of Trivia— you pass out 10 cards.  Each card has a different question.  They are…

Done4You Realtor® Article: Six Ways to Use Closing Photos to Generate Leads

Are you taking photos of your buyers at closing? Are you and your loan officer part of the picture? What are you doing with the photos after the deal has closed? I wanted to share with you six ways to use the closing photos to help you generate additional business. Social Media – This is usually one of the first things that you would probably do after taking a photo of your clients. However, when you post the photos on FB, tell a short story about the homebuyers.  Tag who referred them to you.  Ask them to hold…