Bliss Sawyer

Do you have more applications than time?

bliss@blisssawyer.com — Thu, 18 Dec 2008 14:58:00 GMT

In most of my training and coaching for the past year I have asked people if they have more time than applications and then proceeded to give them a list of things to work on to build up their pipeline.

Thankfully, many now have more applications than time. But with that blessing comes less focus and often times less is getting done even though you are working more. Here are a few suggestions to help you through this time:

Get rid of distractions. Only check email and phone messages at designated times during the day. Keep your email turned off and you will be able to focus more on the tasks at hand.
Consider increasing (short-term) your staff bonus on closed loans. This increased work load will require everyone to pitch in and work harder, and often, longer hours. Recognize the hardship this causes and offer a higher bonus for closed loans for the next 60 days. As much as we would hope low rates last, they may not. As my mother would say "Make hay while the sun shines". And you need your team behind you to make as much hay as possible.
Go in early a few times a week. I can get about 5 hours of work done between 6-8 a.m. Have a meeting with you processor/assistant right after this time as you will be very focused on what needs to be done and it is essential to keep the momentum going.
Don't forget marketing to referral partners. One of Realtor's biggest complaints about lenders is that we forget about them when there is a refinance boom. Guarantee your continued success by giving them excellent service and attention during this time. Phone calls, emails, lunches (pick a restaurant that has fast service so it doesn't take as long)
December 24, 26 & 31 ARE NOT holidays (though many in our industry never work those days.) I'm a BIG family person, but it's ok to explain to your family that right now is a unique time and you have the opportunity to do very well if you work hard. Get them to buy into your success. It may take a bribe of a great spring getaway somewhere, but hey - it's all worth it. Remember, this will not last.

2-Question Survey

bliss@blisssawyer.com — Fri, 21 Nov 2008 20:54:00 GMT

There is great value in following up with borrowers and Realtors to find out how they felt about their experience with you and your company. Knowing what you have done right and getting the opportunity to fix what may have gone wrong is priceless.

Most people are willing to give feedback, what they find frustrating is being asked to answer 10, 15 or 20 questions, which is the norm for many company surveys. Here is a simple 2-question survey that should improve the return rate of your surveys.

1. On a scale of 1-10, how would you rate the quality of our service on your recent mortgage experience? (Variation - On a scale of 1-10, how likely are you to recommend our mortgage services to your friends and family?)

2. If your answer was less than 10, what would it take to make it a 10? After this last question you can add, "Feel free to offer any other suggestions, praise or comments." You may receive glowing testimonials that can be used in future marketing. If you are given less than glowing comments, take the time to follow up and apologize for any problems or miscommunications. Most people will easily forgive human error in the face of humility and a willingness to improve.

This simple survey can be delivered by e-mail or snail mail depending on how you client prefers to be contacted. Make it a habit to send this out within a week of closing. The experience is still fresh in their minds and clients will be more likely to return the survey.

This concept of a two-question survey can also be used in the office. Take the time to ask your staff:

1. On a scale of 1-10, how would you rate my work as a loan officer?

2. If less than 10, what would it take to make it a 10?

What a great thing it is to be open to suggestions and comments. You may find valuable insight that will help you improve and grow your business. This simple exercise also demonstrates your humility and willingness to listen to recommendations. Begin today to utilize these straightforward questions with clients and staff.

Check out my marketing blog for other great ideas to help your business excel. www.blisssawyer.typepad.com

Have you ever thought about using YouTube for marketing?

bliss@blisssawyer.com — Thu, 06 Nov 2008 21:11:00 GMT

I certrainly hadn't, but I always love creative ways to stay in touch and strengthen relationships... so I was amazed and thrilled when Jacob Nordby said he would let me interview him about his success using YouTube to stay in touch with his database and how he has created a very profitable reputation as an expert.

Jacob will share all of the nuts and bolts of this great tool and show you how easy it ease to build a strong business with this very low-cost marketing tool. Trust me, your business will never be the same again! This free Webinar will be held Wednesday, November 12 at 12:00 EST. I recommend you register early, this call is going to be full and I want to make sure you have a spot!

Click here to find out more and register.

Free training from Bliss Sawyer - Going Deep with Your Database

bliss@blisssawyer.com — Tue, 14 Oct 2008 21:26:00 GMT

Don't miss this training session!

Organize Your Efforts With a Core Group of Realtors

bliss@blisssawyer.com — Wed, 17 Sep 2008 13:43:00 GMT

Many loan officers are feeling frustrated with their efforts to establish and maintain relationships with high-quality Realtors. This simple tool will help you stay focused and commited to continually marketing to Realtors in a variety of ways.