loan officer

Aug 04
0

Are You Speaking an Outdated Language?

By | Mortgage Business Tips, mortgage coaching | No Comments

communicationstyleThe fact is that the customers of today are a much different breed than those of yester-years.

For example:

  • Email is too clumsy, they want to be texted.
  • Information is abundant and at their fingertips, they want you to give them an, “experience” instead.
  • If they can’t meet you face to face, they’ll expect you to send them a Zoom or GoToMeeting invite.
  • If you don’t have a webpage with an on-line application, educational videos, multiple links to other pertinent sites, free downloads, video testimonials and a blog…well, they’re going to notice and they will make comparisons.

It’s not too difficult to get to know your new customers, either. Their opinions, interests, experiences and family photos can all be found on Facebook, Linkedin, Pinterest, Twitter, etc.

 

Question of the day: “Are you showing up where your clients are showing up AND are you communicating in ways that are most comfortable and familiar to them?”

Feb 06
1

Prospect tells you their bank gave them a better rate-Now what?

By | Mortgage Business Tips | No Comments

blog2019I’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!

Scriptopedia eBook

 

 

 

Nov 01
1

Six Pointers for Powerful Presentations

By | Mortgage Business Tips | No Comments

speakingpicBe Confident in your Content-Hot topics like Facebook for Business and Time Management are GREAT…IF, the content you plan on delivering is personalized to your skill, knowledge & experience level. There’s nothing more disengaging for listeners than when they sense someone dancing around the details or a lack of real-world experience.

Inspire ACTION-Write down what you want your audience to do differently or think differently as a result of your presentation. Every presentation whether it be a brief 15 minute Realtor office sales meeting or a ½ day C.E. presentation should be tied to specific goals.

Never, “wing it!”-Write down your presentation so that you are polished and prepared. Your audience knows when you’re speaking off the cuff. Main points and story lead-ins can be jotted down on 3×5 cards to help you stay on track. Never read your presentation or inundate your audience with an overabundance of PowerPoint slides.

First 60 Seconds of Story Time-The best of the best speakers engage us in the first 60 seconds with a story, a case study example, “a funny thing happened on the way to this event” opener, a little known fact, personal foible or victory statement, etc. This approach instantly relaxes the audience by kicking things off in a casual, personal voice, rather than a formal, instructional voice.

Eliminate “Uhms” and “Ahs”-The root of all such transitional, “thought hiccups” is uncertainly. The only way to combat this is to PRACTICE, PRACTICE, PRACTICE. Get a friend of family member to allow you to give your presentation to them so you get used to having eyes on you while you are standing and speaking. If no one is available, then speak into a mirror, into your own eyes.

Examples Leave Impressions-Be sure to share as many examples and personal stories as possible with your audience. People connect with lessons learned, times of vulnerability, overcoming fears, and examples of victories achieved. Your audience will recall the feelings associated with your presentation even more-so than your words.

Oct 06
0

The 1st Step in Developing your 2017 Business Plan

By | Mortgage Business Tips | No Comments

Much how Corporations use Mission Statements, Solo Entrepreneurs can define their purpose by developing a Vision Statement.

A vision statement is a story of how you paved your own unique road to success. I personally learned about this extremely powerful exercise from Brian Buffini while at one of his Mastermind Summits in San Diego, CA over 10 years ago.

Now this exercise has become one of the most powerful pieces that I walk my own coaching clients through as part of their business planning process year after year. And, year after year, my clients are always astonished at just how much of what they wrote into their vision statements comes to pass in a mere 12 months.

If you’ve never written a vision statement before here are 10 great questions to answer that will help spark this creative effort. Once you have completed the questions, go back and string it all together into a cohesive narrative and make it the first page in your 2017 Business Plan.

Quick tip before you get started: Write as if you have already accomplished these changes. So, answer these questions as if it’s December of 2017 and you are looking back on all that you have accomplished.

1. What tasks have been taken off of your plate and delegated to someone else?

2. What do you spend 80% of your time engaged in, in order to continue to grow your business?

3. Who are your clients? Describe your “best” client. A client profile, so to speak.

4. What juices you up about starting your work day?

5. What systems helped you get to where you are today?

6. Who are your referral partners today and how did you go about making and cultivating those relationships?

7. What positions have been filled in order to expand your team?

8. What new avenues have you paved to increase your wealth?

9. What worries have been lifted from your mind?

10. How have you celebrated your victories? What “toys” have you purchased? What memories have you created with friends and family? What dream gift did you get just for YOU?