Faith without Works

MORTGAGEPLANNERCOACHING.COM

FAITH WITHOUT WORKS

VOL.

17 A LOOK AT THE LISTING AGENT

Originators often ask, "How do I secure the listing agent's attention?" But perhaps we complicate this question unnecessarily. If we flip the perspective—what draws us to others? What prompts admiration and sparks conversations?

Those who embrace our coaching grasp the concept: evolving experiences from the client's standpoint. Yes, the client—the cornerstone of our endeavors.

So, who are we seeking to connect with? Let's simplify.

You don't have to appeal to everyone, but mastery of your craft is non-negotiable. Generating buzz around your business, or I prefer to say, 'practice,' hinges on exemplary performance in the minutiae.

Once more: "How do I attract the listing agent?" Let's distill it: Faith without Works!

Consider this recent closed deal on February 14th 2024 —a testament to our approach with every business interaction. Remember, you embody your brand.

1. Received intro call and email and video from our team. I also personally left a message.

2. Each Tuesday they received a formal team generated Status Gram.

3. Each milestone they received cute updates, and we had there photo on it.

4. When the file was out of underwriting, my CRM reminded me to check in and see if the agents needed anything, again.

5. We are about a week from closing and just about clear to close.

6. I checked in with the client about the big day (empathy focused not transaction) also reviewed the preliminary CD and was right on point.

7. We the clear to close about 5 days ahead of closing. (home run, make some noise) 8. When the file went in for the clear to close, I reached out to the agent (my perfect kind of partner, he is good!) I asked if was doing anything special for closing? a.Gift basket was his answer his wife is making.

9. I let him know a couple of the things we had done already (via text exchange and very nonchalant).

Postcard of the home, brownies, gift card to Mortgage Planner Favorites! But we know this is a special day for them…and would it be ok if…

10. In the meantime, while we thought about a small wow we could do more….I went on his website and completed a 5 star review (he replied the same day, this was 2 days before closing) (see pic) 11. We ordered for $60 yard sign WELCOME HOME (see pic) the vendor set up that night (brainstormed in a team meeting what we could do).

12. We had 2 dozen flowers taken to the house before the walk through from Sarah on our team on her way into the office (she was also the LOA on the deal). (see pic) 13. I sent a text to the client today before the walk through, saying thank you again (attention to detail) 14. I sent him pics via email and a thank you again, after his thank you, I let him know it was an honor and a great process with him involved, and also acknowledged other relationships with lenders he may have with his tender in the business, but I still would like to connect and find a way to do a couple more deals this year.

15. Coffee is next and the why behind how we work and the partners we rock with!

In closing, make it what you can and how you want to be seen and remembered. But always ask for the meeting… and the CCR (current client referral) it is the life blood of our business.