Posts Tagged ‘Loan Officer’

A Tip For Sucess

July 15, 2009


I read this article today and it really struck a chord with me. When business is slow, I can make excuses for slowing down too. I learned from this article that when things slow down, I need to keep up a fast paced prospecting campaign. If I slow down along with the market, then it is only going to hurt my business even more.

Check it out:

More Biz in Tough Market: Success Secret #11

by Brian Hilliard

Want a quick tip for getting more business in today’s tough market? How about this thought: Successful people don’t stop themselves, whereas unsuccessful people do exactly that.

Allow me to explain.

I’m coaching an 8th grade boys basketball team here in Atlanta, GA, and one of the things I tell them all the time is the importance of moving around while they’re on the court, and not “defending themselves” by simply standing still and not getting open.

Because if you’ve ever watched basketball at the college or even professional level, what you see are 5 guys constantly moving around, constantly trying to get themselves or their teammates open so they can shoot the ball.

What you don’t see are a bunch of guys standing around hoping something good will come their way.

Yet in the world of real estate, where everyone is talking about the housing “slump” this, and the economy that, I can’t tell you how many Agents are doing just that – standing still when it comes to getting more business.

I’m talking about things like:

  • Not going to networking events because “it hasn’t worked before”
  • Not publishing an electronic newsletter because “it takes too much time”
  • Not asking for referrals on a consistent basis because “the market just isn’t there yet”
  • Not getting into the office as early as they used to because “nothing’s going on anyway”

All of these actions – or this case, inactions – take you out of the game. They put you on the “sidelines” and don’t give you or your business a chance to be successful.

This is why Realtors left and right are falling out of the business. Not because of the market, not because of the economy, but because they stopped trying and essentially took themselves out of the game.

So the question becomes: What are you doing on the proverbial basketball court of real estate? Are you hustling to get open and “score a basket” or are you standing around complaining about the market, and waiting for something good to happen?

If you’re like me and want to excel in the world of real estate, then I’d recommend you learn as much as you can, as fast as you can, about building your business – especially in a market as tough as this.

As a matter of fact, we have a free report on how to get more business in today’s tough market, which has some tips and tricks on getting more business in a market as tough as this. Just email (Subject: Today’s Tough Market), and we’ll be sure to send out our free report right away.

And in the meantime, stop standing on the sidelines and get in the game! Believe me, you’ll feel so much better when you.

Published: July 15, 2009

Loan Officers Profit by Working with FSBOs

August 14, 2008

I have worked with many loan officers over the years benefit greatly from working directly with FSBO’s.  I have jotted down a few ideas.   


First, loan officers offer to prequalify buyers for FSBO home owners.  Loan officers should give each FSBO a call and introduce himself.  Explain that they help home owners by pre-qualifying their buyers.  Loan officers explain to the home owner all of the time and frustration they will save by having their buyers pre-qualified.  The great part about this method is that every buyer who the loan officer pre-qualifies for that home will be a lead for the loan officer whether they buy that home or some other home.   


Second, loan officers establish reciprocally beneficial relationships with real estate agents by working with FSBO home owners.  After the loan officer has worked with the home owner for a month or two and the home owner is frustrated because they still have not sold their home, the loan officer can refer that home owner to their preferred agent. 


Third, offer the FSBO home owner marketing materials for free, like a yard sign and flyers.  Of course, all of the marketing materials will be co-branded with the home owner’s information and the loan officer’s information. 


Fourth, it’s likely that the home owner is selling their home because they are moving into a different home.  Loan officers establish good relationships with the home owner and help them with their mortgage for their new home and refer them to an agent to help them with their search.        


Fifth, once you have established a good relationship with the home owner, make her a part of your sphere of influence.  Send her periodic emails, letters, and postcards to be in the forefront of the home owner’s mind when they want to refinance or move.