Following up with potential referral partners is key to building new relationships and generating opportunities, but sometimes we draw a blank when it comes to exactly HOW we intend on following up with newly met individuals. Here’s a great list of activities you can engage in that will help you to follow up and follow through in order to hit your business growth goals.
I’ve had many, many discussions with clients over my 12-year tenure as a Business Coach about being bold and being confident when communicating with leads, past customers and potential referral partners. Asking for what you want, asking tough questions and setting expectations are paramount to effectively winning people over and closing more deals.
Great case in point…
A client of mine in FL just told me that two weeks ago she took a call from a lady, prequalified her, then when she followed-up with her a few days later, the lady informed her that her bank who she had $500,000 with, gave her a rate of 4.75. Instead of throwing in the towel and letting this woman walk away due to a large difference in rate, my client professionally and candidly told her…
“I in no way can meet that rate, however, I will absolutely get you to the closing table on time, which the banks are notorious in missing closing dates AND I will be in constant contact with you, guiding you, taking your calls , emails and texts the whole way through which will not at all happen for you with your bank.”
BAM!
My client told me that the lady paused and said, “You know what, you’re so right and I really like you, so let’s just move forward.”
And the moral of the story is…
Be confident, be bold, communicate the truth and never assume rate is everything to everybody.
Want scripts like this to get better results, too? Check out Coach Victoria’s latest eBook, Scriptopedia-A Colossal Collection of Mortgage Sales Scripts that Drive Response, Increase Opportunity and Grow your Business!
Will you make the commitment to see your 2019 business growth 
goals through to the end?
To determine the true answer to that question, you FIRST need to ask yourself, “WHY are my business goals so important for me to see through to completion, anyway?”
It could be that you no longer want to spend 60 hours a week stuck behind a desk in your office. Maybe, you’re sick of pounding the pavement, asking real estate agents for their referrals. Or perhaps, finding the fun and rekindling your passion for your chosen career is at the root of your goals for 2019.
If you are unclear about your Why, or if your Why is driven not by your needs and passions, but by someone else’s idea of how you should conduct your business (or your life), you’ll discover that you simply won’t have the will to enact the steps to see your goals through to the finish line.
No why-No will = No results!
Your, “Why” is the grander destination you envision for your life and business, which fuels your, “Will” to take the necessary, daily steps to get you there.
Remember when developing your goals for your 2019 business plan, to run your goal ideas past your, “why meter” first. Make sure you have an excited feeling in your gut about the project, system, marketing strategy, etc., that you plan on implementing.
If your, “why meter” runs hot and the goals are in alignment with your current capacity and business growth vision, then SUCCESS WILL BE YOURS!
To get you kick-started, download my Vision Exercise and gain more clarity about your personal, “Why”
I can tell you from a Business Coach’s perspective that forecasting one’s sales numbers and setting clear income goals is an exercise most often overlooked by solo-entrepreneurs and is exactly WHY it is the 1st step in my own, proprietary business plan development process with my clients.
If you don’t set your earnings goal, and you don’t break it down to numbers you can
track on a daily, weekly, and monthly basis, how are you holding yourself accountable to the grander visions of your business?
How do you gauge when you need to put the pedal to the metal, or when you can give yourself some deserved time off? You can’t! Hence, the feeling of overwhelm, and eventual burnout.
When determining your income goal this year, avoid being too conservative or getting mentally stuck in the here and now. Remember, you are embarking on a new adventure of building your business. Opportunities will spring from the goals in your business plan that you simply cannot predict right now. So go ahead, astonish yourself and set the bar a bit higher.
For example, if you made $82,500 last year and you’re thinking that there’s a good chance you can make $100,000 this year, push yourself a bit beyond what you think you know to be, “realistic.” Tack on another 10% to cover all the unforeseen possibilities that your new business focus will generate. The number you choose should feel like a stretch but still motivate you.
Have you ever heard the saying, “The numbers never lie?” Well, there couldn’t be a truer statement when it comes to your mortgage business.
Knowing your numbers and tracking results is the ultimate way to treat your business like you mean business! So charge into 2019 like the C.E.O. you truly are and eliminate all excuses to attaining your grander visions of your life and career.
Pull some of these creative, purposeful and fun ideas into that tired Agenda and get your networking group re-inspired and motivated to grow the group.
Adopt a Book-What’s one thing that has really resonated with you so far in what you’ve read of this book…how do you think you can apply the lesson in your business life?
Declare your Goal-Everyone states one, specific goal, no matter how tiny or big to tackle for that particular week, then report the next week in one minute or less about success or challenge of implementing that one goal and how they can solve or breakthrough any challenges they may have experienced.
Win for the Week-What one thing made you feel good about your business this week-State out loud in one minute or less.
Tool Time-Everyone shares one time savings tip, marketing tool or gizmo, website tool, iphone app, social media tool, anything that you felt was cool for your business that you learned about (This could be something that occurs the 3rd meeting of every month)
Marketing Mastery-Once a month someone is selected to showcase something they did that month to market themselves, bring in examples, show on their laptop, talk about how they implemented it, what was easy, what posed a challenge.
Change of Venue-Once a month, vote on a different venue to hold the meeting-museum, park, library, coffee house, restaurant, pastry shop, someone else’s office. A change of scene can spark creativity.
It’s important to think about time management as a choice, not so much as a tool.
What I find is that many mortgage professionals battle between freedom and discipline, that is, they indulge in the freedom of not being stuck in a 9-5 job with a Manager overseeing their hour by hour production, but don’t embrace daily disciplines and practices to ensure the production they need AND then they beat themselves up for taking the time they took to be with friends, attend to family and/or personal to-dos during peak productivity time.
So, if you find yourself blaming a lack of time management as the cause for an unstable pipeline, the first thing to investigate are the choices you are making on a daily basis.
There are only so many hours in a day and only so many hats one person can wear. Be at peace with your choices. Be realistic about your potential production. Or start making changes.
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