Summer is in full gear and it’s busy! Between work, the kid’s sports, the networking events, the fundraisers, there is the danger of derailing your business by falling into the “Just Get It Done” mode.
Evaluate your work and ask yourself these 4 questions:
Am I Nurturing the Lead?
Am I giving every lead the attention it deserves?
Do I have a process in place to ensure every lead is captured and nurtured?
Am I following through or did I give up too early?
The “fortune is in the follow-up.” Most salespeople stop reaching out after 3 failed attempts, historically it takes 7 attempts before individuals can associate your name to your business.
Am I addressing and answering the problem, not the product?
Am I asking the right questions?
Why do they need this home? Is it about the family needing an affordable home in the right school district or a divorcee needing their own home as soon as possible?
Remember, it’s not about the Agent’s need to help their client get a mortgage, because agents have plenty of originators knocking on their door. It’s about the Agent working with someone they like and trust, someone who is honest, fair, and delivers on their promises and answers their calls!
Am I Focused on the relationships?
Am I adding value?
Am I the first person that people call for product information?
Am I up to date on the products I offer?
Have I made myself the expert they need?
Am I the Customer Service pro? Am I making myself available to my agents and borrowers?
Am I communicating regular updates throughout the loan approval process?
How are my skills at educating buyers, and building rapport? Do I need training?
“Success in sales comes from confidence and confidence comes from knowledge. Take the time to invest in yourself and learn something new!” said Bill West, TowneBank Mortgage Sales Manager.
Am I looking ahead to see what’s coming, then embracing the change?
I read an interview written by Ben Smidt with David Stevens, former President and CEO of the Mortgage Bankers Association and added his insight to my personal checklist, “You need to be able to look ahead at what’s coming and embrace the change.” His point is, if you are able to recognize the shifts that are inevitable in our industry and adjust your approach to business, and are willing to hustle harder to adapt to this dynamic change, you will succeed. So, ask yourself—Am I willing to address change and try something new?
If you can be honest with yourself, address each of these questions and make the modifications needed, you’ll be ready to attack each day and side-step the pitfalls that can derail your business.
Let’s check ourselves and make sure we haven’t picked up bad habits by falling into the “Just Get It Done” mode.
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