May19news08

If you really want to get motivated, read Jeffrey Gitomer's "Sales Caffine" email newsletters. In his latest, he talks about...

"present to 10 prospects, two will buy no matter what you do and two won't buy no matter what you do. The other six are on the fence and will buy or not buy as a result of what you say or don't say. A sale will be made either way. Either you sell them on yes, or they sell you on no."

Yes, sales is a numbers game and once you realize what your numbers are you are going to be able to ensure your success.

If you are not presenting to the number of prospects you need to sustain your business, you must get out and find more, or try new presentation strategies to improve your percentages of leads to closings.

More on this concept below!

Here's a new idea you can try. Tell your next prospective buyer that you would like them to talk to your mortgage advisor that can help them find a mortgage program that is right for them. End your presentation by saying...

"Sam is very good and he will take time to make sure you are ready to move forward in a program that is right for you and your budget. When's a good time for him to call you today or this evening after you get home from work?"

When you do, I'll help you get them excited and ready to go out and look at some houses with you!

Also, to sign up for the "sales caffine" newsletter, click here. http://www.gitomer.com/

Sam Thompson, Senior Mortgage Advisor

Mortgage Services, PHH Mortgage

843-230-7929

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!

Are your contracts getting torn up

because your buyers weren't fully qualified?

One of the key components in sales is qualifying your buyers by getting them pre-approved to make sure that they are financially able to buy so you do not waste any time and gas. You are pretty good at this now that gas has gotten up to $4.00/gallon and you know that you cannot afford to ride folks around like you used to.

How about their sense of urgency; are you spending much time on this key component in qualifying your buyers? This is probably more important than their loan pre-approval because without a strong need or desire, they are going to eat up a lot of your time and money and they might never do anything and all of those contracts will never close...

Here's a quick Sense of Urgency Scale I put together:

Strong Buyers are:

Moving to the area with a new job.
Have to move because of a life-changing event.
Have to move because something is happening with their current housing situation.
They have locked-in with a good rate that is about to expire!

Not so strong buyers are:

Feel cramped in their house and want a bigger one.
Feel their current home is too large for them now.
Want to get closer to family members.
Their current home is not very convenient to new life-changing things like dealing with stairs or narrow hallways.
Want to move into a better neighborhood or town.

Weakest of them all are:

Saw the sign and was curious how much the house cost.
Saw the house in an ad and wanted to know about it.
Thinking about buying and fixing up and re-selling or renting out.

So, how can you elevate your prospects quickly up the sense of urgency scale? And while you are at it; how can you do this while accomplishing the other component; their finance-ability? Finally, how can you do this today with one quick phone call?

Call me and ask me to call them and get them into our Pre-Purchase, Rate Protection Program (PPRP).

It is the easiest close that you can make because it is a great program for them with no strings attached, if they are going to be buying a home any time soon. Here's why!

We get them pre-approved and try to get them into a 90-day rate protection program so we can start collecting their income and asset documents right away, before you even start looking at properties!

So when you finally find them their dream house, hopefully, most of the leg-work from their side of the transaction is already done.

Basically, they become a 'cash buyer'!

Now here's the best part! With this pre-approval status, we are locking them in for 90 days which helps you create a good sense of urgency, especially if rates have worsened. Also, it is a great deal for them too because if they want to go with another lender once a property is found, we will let them out of our deal IF they allow us to compete for their business otherwise, we do charge them a $350 cancellation fee. But, if they come back to us within 12 months, we'll waive that to get them back into PPRP.

If we are not able to match or beat the competitor's deal at the point that the contract is signed, we do not charge them a cancellation fee!

What do they have to lose?

Once you understand how this works, you will see why thousands of successful Realtors throughout the country are calling us and asking us to get their buyers in our PPRP program fast! With this, you are going to close 60% of your pre-approved buyers and you will close them with less work and much faster too!

Put me into your speed dial and call me with all of your prospects so I can help you with this!

Sam Thompson - 843-230-7929

Thanks for reading and please call me if you have any questions on this wonderful program that we offer.

My brands* that I represent are:

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.

http://samthompson.phhmortgage.com/

http://samthompson.c21mortgage.com/

http://samthompson.coldwellbankermortgage.com/

http://samthompson.eramortgage.com/

*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.

Do you know your numbers?

Occasionally, I try to do a quick sanity test to see how I am doing with my career and if there are any things I could be doing differently. It helps me get focused and it also is a good stress reliever too.

Here's a good exercise that you can do to help you understand your business better. I did it and I think it is going to help my business! Print this and answer each question honesty and see if it helps you too.

A. How much money do you need or want to make each month?
B. How much do you make on an average side?
C. How many sides do you need to close per month? (A/B)
D. How many prospects equals one closed side?

(Leads to Close Ratio)
E. How many new prospects do you need to talk to per month? (C*D)
F. Total number of prospects you need to talk to per weekday! (E/20)

My number was only 6/day! What was yours? My challenge is how many Realtors I need to talk to each day to get to talk to 6 prospects/day. It's a much bigger number that you probably realize.

Now that you have your number, set a goal of half in morning, half in pm and take the rest of the day off when your total goal is hit! (Reward yourself each day and if you miss your goal for the day, increase you daily goal the next day.) Save Saturday or Sunday to keep you on track for the week or for the month. (Open houses are a good solution for this too.)

Other things to think about...

What parts of your job are you good at doing?

Are you taking full advantage of this for your career?
Are you working the right hrs on the tasks that can help you the most?
Are you contacting your referral base & past clients on a regular basis?
What is happening in the market that you can take advantage of?

Are you educating yourself about the market and the industry?

Are you asking for business enough during your work day?

Are you asking your family and friends to refer folks to you?
What are your successful competitors doing that you could do?

Hard questions about your career you need to ask yourself occasionally.

Do you like what you do?

Do you like 100% sales?
What do you like most about your career?
What do you dislike about your career?
Are there any jobs out there that you would rather be doing?
What do people need that you can do in this economy?
What do people need that you like to do that you are good at?
Can your family help you in your business? How?
What does your family like to do that can help your business?

When I do this, I realize that I am in the best job that I can do that fits my personality. I hope you are too! This really is a great industry and if we want to make more money during it, we just need to work a little smarter and maybe a little harder.

* Bonus Question: How can I send more buyers to Sam so he can help me close them faster and easier? (Had to throw that one in!)