June 2008 The New Quick Mortgage Minute
Weekly Newsletter for Your Business! 
 
Sam		 Dear Sam,
 
June is here and things are starting to heat up in real estate too!  My business is picking up and I hope yours is too.  Even the media is starting to say some more encouraging things so things must really be getting better!
 
I put together some good ideas for your business this week and I hope these emails are starting to show you that I care about you and I am trying to earn your business!
 
Sam Thompson, Senior Mortgage Advisor
Mortgage Services, PHH Mortgage
 
843-230-7929

justone2
 
That's all I am asking you for!  For every realtor that reads my emails to close just one loan by the end of this year!  I would really appreciate you if you do and I want you to see how we do it and then, I am sure that you will keep calling us for your clients!  We make it look easy!!
 
Just give me a 'sample order' to see if I am worthy of your business...  Just tell your buyers that "Sam has been dieing to show me how good he is.  Let's give him a try to see if he is as good as he says."
 
Call me!
 
Let's get organized!
 
Dividers 
'Kiss' - Keep it Simple, Stupid!
3-Ring Binders with Dividers can help your organization.
 
How organized are you when it comes to tracking your prospects?  We all can do better at this.  Last week, I was suffering with a bad sinus infection and hacking cough and I was a little overwhelmed at trying to keep up with where I was with some of my prospects.  Luckily for me, once my leads are registered, my processors are tracking them, so my main job is to make sure my prospects are getting the same attention.

How are you doing it?

Here's one idea that I am noodling to enhance my system that you might think about too that evolves around my training with Franklin Covey, Inc. years ago.
  • Always get your prospects name and phone number quickly during the intial conversation and develop a system for getting vital information from them that you can find quickly.
  • Never write notes on scrap pieces of paper and if you do, quickly transpose the notes into your planner or notebook where you can find it later.
  • Keep your clients vital information handy in a simple one-page format and keep all follow-up notes in with it with dates and times that you called, including the times you left a message.
  • Have a form for this purpose and have places for other service provider names and phone numbers that are linked with them for a quick reference.
  • Divide your prospects into categories that makes sense to you like:  qualified, unqualified, active buyers, active sellers, buying now, buying later, selling now, selling later.
  • Take out leads that are closed or inactive and keep the active ones organized by their priority.
  • Work the list daily and post action items in your planner for anything that you need to do with them that day or week.
  • Prioritize your 'to do' list every single day with ABC/123 priorities where the ABCs represents the urgency levels and the 123s are the order for each item within each category.  i.e.  Most important tasks are A1, A2, A3... Bs are not as important and Cs are low priorities.  "Work on the Right Things First!"
  • And with your leads, remember that the gold is in the follow-up and that 60% of the sales happens after the 5th call.
  • Also remember that a bird in the hand (qualified buyer) is worth about 5 in the bush so you need to nuture them and get them to the closing table.
  • Put your closed clients vital information in another binder for keeping up with them better too!  Birthdays and 'closing date' anniversaries are great times to remember them with a quick call or card.
A good system that is easy to manage is going to help you stay on top of your game and this will ensure your success.  It will also help reduce stress and help you with your professionalism that will lead to more subsequent referrals.

You can also get me in touch with your buyers too so we both can keep up with them better and help each other close more business this year!  Teamwork is better than doing it all by yourself!
 
 
 


My brands* that I represent are:
 
phhlogo     cblogo 
 
    c21logo    eralogo
 
Want to jazz up your website?  Add the "get approved" graphic below and then put my website link in the properties of the image as follows.  Call me if you need help with this.

*Any time I am working with your client, if you are under a specific brand, I am projecting your brand logo in all that I say and do as do my colleagues.
 
Weekly Tip -  FSBO 'Take-Away' Idea!
 
fsbo-bank
 
Do those FSBOs a favor and help them sell their home before it's too late! 
 
Here's another idea for prospecting those FSBOs in your market.  Send a card first, congratulating them on their decision to sell their home on their own and mention your special FSBO guide that you put together that you would like to let them borrow.
 
In the card, mention your experience and that you have developed a guide that explains how to stage, how to spruce up, how to market, how to promote, how to show, how to screen buyers, how to get through the disclosures, how the closing process works, etc.  Make sure to explain how not to do it too and warn them of those that may have other intentions that may prey on FSBOs.
 
End by asking them to call you so you can drop it by!
 
In the binder, make sure to have a section that explains how you do it along with vital information about their listing as it relates to others that are currently on the market, have recently sold and that have recently expired without selling.  Mention the foreclosures in the market too that may have been FSBOs too.
 
You can also mention that your Mortgage Advisor (ME!) would love to screen all of their prospects before they allow them to enter their home to minimize inconveniences and in potential wasting of their time.  When they do, I'll be sure to promote you to the prospect, if they get pre-approved, if they are not happy with the FSBO, which is most likely to happen.  Just include some of my business cards in your binder so I am help you with this.
 
Now here's the good part! 
 
Since you are letting them borrow this binder full of valuable information, eventually, you are going to have to call them about getting it back!  When you do, this opens the door for more dialog and now that they have read all of your valuable information and now that they are more frustrated in the selling process, now you are more likely to get their listing!
 
This is called a 'take-away' which is a
very successful sales technique.
 
So, put together a good binder, make several copies and start mailing those cards!!  Also remember that FSBOs are very likely to talk about their real estate transaction in their travels so you name is going to be mentioned to their family and friends in a favorable light as well.
 
Make sure to include several business cards in your binder too!!
 

 
Weekly Mortgage Commentary Snippet
ratelockpic


This week brings us the release of a couple important pieces of economic data in addition to some moderately important reports. There are a total of four or five reports that are worth watching and are most likely to affect mortgage rates.

The first is the Institute for Supply Management's (ISM) manufacturing index late tomorrow morning. This highly important index measures manufacturer sentiment.