This week I had the privilege of speaking with Theresa Springer of Eagle Home Mortgage. Theresa is an experienced Originator and Sales Manager who brings us a wealth of knowledge in the areas of marketing, sales, efficiency, and relationships.
Jay’s Interview with Theresa Springer
In the interview, I asked Theresa to share a few of her habits and best practices that have helped her become a top producer in the mortgage industry. We covered a range of topics, including Social Media strategies, building relationships with RE Agents, as well as how she overcomes objections.
What? You haven’t entered the Hughes Clash of Champions NCAA Bracket Challenge yet? How is that even possible?
Oh – wait. That’s right. This is the first thing I’ve said about it this week. My bad. And you are forgiven. Barely.
Never mind. You’ve been reading this post for like 18 seconds – and most of you know exactly what to do. Get to ESPN, join the group, (info below), and submit your entry. DONE. Good job.
I just finished my interview with Michael Hanson of New York Life, and I’m excited to share it with you. Michael was recently named the Pacific Agencies Partner of the Year for 2015, and in this interview, he shares exactly how he and his team achieved this honor.
In my discussion with Mike, we covered a variety of topics: Sales, Networking, Time Management, Leadership, and more. My favorite part of the interview was Mike telling his story of moving to Boise, knowing only five people in the whole city, and trying to figure out how in the world he was going to build a sustainable living in the Life Insurance Business.
Well… he did it, big time.
This time each year Loan Officers and RE Agents get really excited about their goals. Businesses have entire days dedicated to goal setting and planning out the perfect year. Entrepreneurs will take a trip or book a beautiful hotel room to get out of the normal day-to-day activities and focus solely on creating their goals and writing their dreams for the next 12 months.
The year begins to crawl by and the next thing you know, it’s March or May and not much has changed. The normal routine is comfortable and it’s easy to slide back into that old pattern.
You deserve more.
It’s Friday December 18th and there are only 7 days left until Christmas. If I were guessing, I would say you have approximately 1,282 tasks to complete in the next week. The month of December in the Mortgage and Real Estate business is always run at a harried pace. There are end-of-the-year transactions to push through, cards to address and get in the mail, gifts for family (and clients) to buy, holiday parties to attend, as well as the need to block-out time to craft a business plan for next year. It is no wonder people struggle with Holiday Stress.
Nick Carpenter is the owner of Sales Clubhouse, a full-service mortgage and real estate marketing company that offers done-for-you marketing solutions for LO’s and RE Agents. Nick wrote a Guest Blog Post for PressOn this week providing 4 Simple Ways for LO’s to Use Paid Facebook Ads, and his article received some outstanding feedback. I then met with Nick later in the week to interview him about how he helps Loan Officers with their marketing, and to talk about the steps required to build a successful online presence.
I spent about 20 minutes with Nick picking his brain and asking him questions about the best ways for Loan Officers and RE Agents to leverage the power of Social Media in their branding efforts. In the interview, you’ll hear Nick and I discuss:
- Why You Need an Online Presence, Especially if You Are Already Successful Offline
- The #1 Mistake Loan Officer’s Make in Their Online Efforts
Most loan officers agree that the mortgage business is really a relationship business if you want to have long term success. Sure, you can generate leads with paid traffic, hire people to cold call, and get more rankings on Google for organic searches. The real pleasure though is doing business with people you know, like, and trust.
This is where Facebook ads can come in to help supplement your referral partnerships and be able to generate extra home buyer and seller leads to pass out to Realtors.
Can you generate mortgage clients with Facebook ads?
Of course you can.
Fall is just around the corner… you can almost smell it in the breeze. With decreasing temperatures and kids back in school, we’ve come to the end of another “Summer Real Estate Buying Season.” However, does this mean your production has to necessarily suffer? Top producers will be working to actually increase their monthly transactions by growing their market share. If this is your aim, then the time has come to double-down on your income producing activities, while eliminating those pesky time-wasters from your daily routine.
Now, rest assured, this is NOT what most Loan Officers and Real Estate Agents will do. Instead of engaging in the work they know will bring increased production, they will first complain about the market, and then they will be on the lookout for a silver bullet, a magic pill, some secret formula that will help them close more transactions without having to DO anything to earn it. While this may sound appealing, the reality is, solutions like this do not exist. Success occurs when we choose the right habits and disciplines, and execute them with consistency. As Beverly Sills once said, “There are no shortcuts to any place worth going.”
Further Resources on this Topic:
How did your July Production finish up? Did you reach your Unit/Dollar goals? What about your future goals… are you working on the activities today that will ensure your September and October numbers will be where you need them to be? Now is the time to double-down and spend as much time as possible building and maintaining your Referral Relationships; this means closing your email, getting out of the office (or picking up the phone), and having meaningful conversations with your Referral Partners and Past Clients.
If you are not sure where to start, below are four High Payoff Activities that could likely use your immediate attention:
- Proactive Phone Calls to Referral Partners and Past Clients: Start with 5 per week, then look to build to 10+
- Handwritten Notes to Referral Partners and Past Clients: Start with 5 per week, with the long-term goal of 10+
- Face to Face Meetings: Start with 1 per week, build to 2+ per week
- Email Campaigns to Database: Minimum of 1 per month