Time and energy are two of the most im- portant resources we have. Every mort- gage originator strives for more business but often, once they have it, they are not
effective in managing the load and run out of time.
Time management is one of the most-requested
In order to manage time and growth, focus on
improving efficiency and effectiveness. A simple
formula is efficiency equals time and effectiveness
That means you need to be able to know each
step of each task in order to measure it’s time and
results. Then you can improve it. You can’t manage
what you don’t measure. Following are some helpful tips to make your business more efficient and
The initial call
Your job is to ask the right questions. Therefore, you
need to be a great interviewer. Interviewing starts with
the initial phone call or loan application. If clients feel
you listened to them, they will feel more connected to
you, thus choosing you for their financing needs.
Think about your questions, practice and refine
them until you notice the questions flow and open
your clients up to talking. Once perfected, you will
use these questions with every client. Try asking
open-ended questions by beginning with something
like, “Tell me about....” It’s easy to make any question
open-ended by starting it that way.
Ask a question like, “Tell me about your credit?” It can
reveal a lot of information quickly about a buyer, both
good and bad. It also will work to your favor as far as time
and which direction to go with them. Your success will
hinge on being the one who listens, retains, wins trust,
builds the relationship and is interested in the borrower’s
future. With great upfront questions, your meetings will
become more efficient, routine and have a flow.
Shirleen Von Hoffmann is the owner of Home Builders
Edge. She is a nationally known builder consultant, speaker,
broker, author and certified sales coach. In her career, she
has been an award-winning, high-volume, top-producing
originating manager and national builder director. She
holds a master’s degree in residential marketing. She owns
Home Builders Edge School, an online school for mortgage
originators and sales agents. Reach her at (916) 204-4643,
(866) 600-EDGE (3343), or firstname.lastname@example.org.
Get It Right, From the Initial Call to Close
Follow these steps to attract more business — and to handle it when it arrives.
By Shirleen Von Hoffmann
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