This is a list of the top ten things you must do to be a great mortgage consultant.
1. Call your customers every day with an update. You should ask them early on, "Mrs. Jones, how do you prefer I keep in contact with you throughout the loan process?"
2. Keep yourself organized. Make sure everything from e-mails to file folder have a place to go.
3. Do exactly what you say you are going to do and nothing less. "I'll call you at 2:00 p.m.," or "Let me talk to my appraiser and I'll get back to you today," or "I will email you a recap of our conversation with a checklist of what I need you to get together." Make it happen.
4. Improve yourself every day. If you are not better today than you were the day before you have been left behind.
5. Ask for introductions. Each client is an opportunity to expand your network; take advantage.
6. Do not be afraid to say no. If a client is asking an unreasonable request, be a professional. You have your standards, and you must stick to them.
7. Originate new business twice every day. Set aside time to either call your leads, follow up with referrals, or work on new relationships. This is the lifeblood of your business.
8. Review loan documents before they go out to your client to sign. Your stamp of approval on the accuracy of the documents is what the client will want. "Mrs. Jones, I have reviewed everything before I allowed your documents to be sent out for you to sign, and everything is just as we expected. There will be no surprises and no fine print."
9. Have contacts in every field that relates to mortgages. Be able to refer your clients to a hardworking realtor, an honest contractor, a knowledgeable CPA, an effective credit repair specialist, etc. Your Rolodex should be open to all of your customers, and the more you keep a client in your sphere of influence, the more likely they are to do repeat business with you.
10. Most of all be a good person. We are not selling TVs or vacuum cleaners, this is someone's largest possession in the world and the safety and security of their family. Give good advice and make good decisions for your clients as if each is your mother.
Whether you specialize in purchase business, FHA Loans, refinancing mortgages, or providing low interest rates, it is imperative you take your job as seriously as your clients take their home. By no means is this list comprehensive, but start with these top ten things to do and you will find that your business will improve.
Josh Harmatz
CEO Voyage Home Loans
www.Voyagehomeloans.com
www.joshharmatz.com
1. Call your customers every day with an update. You should ask them early on, "Mrs. Jones, how do you prefer I keep in contact with you throughout the loan process?"
2. Keep yourself organized. Make sure everything from e-mails to file folder have a place to go.
3. Do exactly what you say you are going to do and nothing less. "I'll call you at 2:00 p.m.," or "Let me talk to my appraiser and I'll get back to you today," or "I will email you a recap of our conversation with a checklist of what I need you to get together." Make it happen.
4. Improve yourself every day. If you are not better today than you were the day before you have been left behind.
5. Ask for introductions. Each client is an opportunity to expand your network; take advantage.
6. Do not be afraid to say no. If a client is asking an unreasonable request, be a professional. You have your standards, and you must stick to them.
7. Originate new business twice every day. Set aside time to either call your leads, follow up with referrals, or work on new relationships. This is the lifeblood of your business.
8. Review loan documents before they go out to your client to sign. Your stamp of approval on the accuracy of the documents is what the client will want. "Mrs. Jones, I have reviewed everything before I allowed your documents to be sent out for you to sign, and everything is just as we expected. There will be no surprises and no fine print."
9. Have contacts in every field that relates to mortgages. Be able to refer your clients to a hardworking realtor, an honest contractor, a knowledgeable CPA, an effective credit repair specialist, etc. Your Rolodex should be open to all of your customers, and the more you keep a client in your sphere of influence, the more likely they are to do repeat business with you.
10. Most of all be a good person. We are not selling TVs or vacuum cleaners, this is someone's largest possession in the world and the safety and security of their family. Give good advice and make good decisions for your clients as if each is your mother.
Whether you specialize in purchase business, FHA Loans, refinancing mortgages, or providing low interest rates, it is imperative you take your job as seriously as your clients take their home. By no means is this list comprehensive, but start with these top ten things to do and you will find that your business will improve.
Josh Harmatz
CEO Voyage Home Loans
www.Voyagehomeloans.com
www.joshharmatz.com
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