New Blog Post:
Are You Really So Sure Your Clients Are Happy with You?
Every week, I talk to loan officers who've been chastised by a customer over the glacial pace of their loan approval process, or because somebody in processing misplaced a document and the customer has been told they need to upload it again, or they have been told that the 27 documents they've already supplied now show that they need to supply a 28th in order to have their loan approved.
These same loan officers are quick to point out that the vast majority of their clients are happy with their service and appreciative of their help in getting their mortgage financing approved.
But the latest JD Power & Associates survey of mortgage customer satisfaction shows that ... Go to full post
These same loan officers are quick to point out that the vast majority of their clients are happy with their service and appreciative of their help in getting their mortgage financing approved.
But the latest JD Power & Associates survey of mortgage customer satisfaction shows that ... Go to full post
Welcome to CoachBobWilliamson.com:
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Featured Content
The D.A.N.G.E.R. Report:
Report Commissioned by the N.A.R. is the Key to Getting Realtors' Attention (and Ultimately Earning their Loyalty)
"After buying and selling a few houses I would rate real estate agents just barely above the drug cartels when it comes to morality and honesty." -- "Jay P. Consumer" (commenting on the D.A.N.G.E.R. Report in the Washington Post
The National Association of Realtors, under the auspices of its Strategic Thinking Advisory Committee, commissioned Stefan Swanepoel and the Swanepoel T3 Group to uncover, research, and index the potential threats facing the real estate industry.
Their report, the D.A.N.G.E.R. Report (Definitive Analysis of Negative Game Changers Emerging in Real Estate) was issued by the NAR on May 15, 2015.
You can download it here for free: http://www.dangerreport.com/
This is an extraordinary and concise report on the dangers confronting the five faces of the real estate world: Agents, Brokers, the NAR, its State & Local Associations, and the MLS.
Mortgage loan officers who want to get or grow their share of purchase origination business would help themselves by understanding the major trends affecting Realtors – because Realtors still refer about 80% of homebuyers to their eventual lenders. And loan officers who want to receive these referrals must find legal, RESPA-compliant ways to help agents attract, retain, and close buyer leads and seller listings.
If you're one of my coaching clients, or if you have followed my writing and seminars on the subject of working with Realtors, you will find that the D.A.N.G.E.R. Report contains a significant amount of information that confirms much of what I have been teaching loan officers for years.
In this article, I am going to focus on a few key points from the report: Read the full article
The National Association of Realtors, under the auspices of its Strategic Thinking Advisory Committee, commissioned Stefan Swanepoel and the Swanepoel T3 Group to uncover, research, and index the potential threats facing the real estate industry.
Their report, the D.A.N.G.E.R. Report (Definitive Analysis of Negative Game Changers Emerging in Real Estate) was issued by the NAR on May 15, 2015.
You can download it here for free: http://www.dangerreport.com/
This is an extraordinary and concise report on the dangers confronting the five faces of the real estate world: Agents, Brokers, the NAR, its State & Local Associations, and the MLS.
Mortgage loan officers who want to get or grow their share of purchase origination business would help themselves by understanding the major trends affecting Realtors – because Realtors still refer about 80% of homebuyers to their eventual lenders. And loan officers who want to receive these referrals must find legal, RESPA-compliant ways to help agents attract, retain, and close buyer leads and seller listings.
If you're one of my coaching clients, or if you have followed my writing and seminars on the subject of working with Realtors, you will find that the D.A.N.G.E.R. Report contains a significant amount of information that confirms much of what I have been teaching loan officers for years.
In this article, I am going to focus on a few key points from the report: Read the full article
How to Get the Most out of This Site:
Explore the navigation tabs at the top of each page. Content is organized as follows:
Bob's Blog -- news and topical observations on the state of the housing market, real estate, and the mortgage industry. New blog posts are added several times a week, and your comments are invited.
Seminars -- Information about upcoming webinars and workshops
Articles -- somewhat longer pieces that deal with sales, marketing, business strategy, productivity, and other key areas that determine the degree of success for mortgage loan originators.
Reports -- even more in-depth documents (usually 10 pages or longer) that can be read online or printed.
Videos -- Instructional videos on a variety of topics within my focus on whatever makes you a better, more successful loan originator.
Coaching -- information about my approach to coaching -- just about everything you would need to know if you were thinking about using coaching as a way of moving to the next level in your career.
Contact -- how to reach me if you have a question, comment, etc.
About -- information about my background and experience
Explore the navigation tabs at the top of each page. Content is organized as follows:
Bob's Blog -- news and topical observations on the state of the housing market, real estate, and the mortgage industry. New blog posts are added several times a week, and your comments are invited.
Seminars -- Information about upcoming webinars and workshops
Articles -- somewhat longer pieces that deal with sales, marketing, business strategy, productivity, and other key areas that determine the degree of success for mortgage loan originators.
Reports -- even more in-depth documents (usually 10 pages or longer) that can be read online or printed.
Videos -- Instructional videos on a variety of topics within my focus on whatever makes you a better, more successful loan originator.
Coaching -- information about my approach to coaching -- just about everything you would need to know if you were thinking about using coaching as a way of moving to the next level in your career.
Contact -- how to reach me if you have a question, comment, etc.
About -- information about my background and experience
Latest Blog Post: Stop Losing Arguments with Your Inner Slacker
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We all have these inner conflicts sometimes between doing the things we know will make us better or more successful people (those 2 things are not mutually exclusive) -- and doing the easy thing. And most of us have a harder time figuring out why we sometimes give in to our Inner Slacker.
I have a new blog post up that addresses the question: How do you win the argument with your Inner Slacker? |
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How Do We Fix the Bottleneck in Home Sales?
The Wall St. Journal recently reported that about 35% of home owners with mortgages are in a position of effective negative equity -- which means that, while they may or may not be technically underwater, they lack sufficient equity, given their home's current value, to be able sell that home and have enough left over to pay off the mortgage and the expenses of selling their home -- and still be able to make even a minimum down payment on another home. They may want to sell their homes, but they can't.
A disproportionate share of the 35% with effective negative equity are people with homes in the bottom one-third of home values in their areas -- which is where first-time home buyers typically look for a home to buy.
Read my analysis of what all this means to you, and my recommendations for productive action you can take in your local market.
(You can also repurpose this article as an email report to Realtors in your market.)
A disproportionate share of the 35% with effective negative equity are people with homes in the bottom one-third of home values in their areas -- which is where first-time home buyers typically look for a home to buy.
Read my analysis of what all this means to you, and my recommendations for productive action you can take in your local market.
(You can also repurpose this article as an email report to Realtors in your market.)
Why Realtors Prefer Local Lenders
Loan officers have long been frustrated with competition from Call Center lenders. They question the experience and professionalism of the people working in these call centers, as well as their knowledge of local markets and deliver the loan they promised when they promised it. Now, LOs have an important ally in this battle -- at least when it comes to purchase transactions: A new survey shows that Realtors have a strong preference for local lenders. Find out in this blog post what's behind that preference, and how you can capitalize on this insight.
Free Seminar: The Home Buyer Strategy Session: Your Key to More Originations
Watch the recorded video here
In an effective buyer prospect interview (covered in Seminar #7 in this series), you show people the difference between a Home Buyer's Coach and an ordinary loan officer. You help them understand their motivations for wanting to buy a home, as well as any fears or obstacles they may be concerned about. You get basic prequal information from them, and you get them to take the next step of scheduling a Strategy Session so they can have a solid plan for moving forward.
In the Home Buyer's Strategy Session, you help your clients resolve whatever concerns or obstacles they told you about in the interview. Your goal is to provide objective information so they can re-evaluate their concerns and, with your help, make a decision about whether they are now ready to move forward with the home buying process.
The current regulatory structure dictates (or limits) what your company can charge for the loan and what they can pay you to originate it. However, it does not prevent you from providing your clients with more value than just the financing -- and this added value will pay you dividends in the form of loyal clients and more Realtor and Client referrals.
This online seminar shows you how to conduct an effective Strategy Session -- one that accomplishes the following:
If you have already registered for this seminar series, you'll receive instructions for joining the next online seminar.
If you have not already registered for these seminars, you can do so here, or by clicking the button below. The seminar is free, but space is limited.
In an effective buyer prospect interview (covered in Seminar #7 in this series), you show people the difference between a Home Buyer's Coach and an ordinary loan officer. You help them understand their motivations for wanting to buy a home, as well as any fears or obstacles they may be concerned about. You get basic prequal information from them, and you get them to take the next step of scheduling a Strategy Session so they can have a solid plan for moving forward.
In the Home Buyer's Strategy Session, you help your clients resolve whatever concerns or obstacles they told you about in the interview. Your goal is to provide objective information so they can re-evaluate their concerns and, with your help, make a decision about whether they are now ready to move forward with the home buying process.
The current regulatory structure dictates (or limits) what your company can charge for the loan and what they can pay you to originate it. However, it does not prevent you from providing your clients with more value than just the financing -- and this added value will pay you dividends in the form of loyal clients and more Realtor and Client referrals.
This online seminar shows you how to conduct an effective Strategy Session -- one that accomplishes the following:
- Clients who have made a clear choice to move forward with the homebuyer process will be much more confident and decisive. Instead of taking a Realtor's time and then losing interest or giving up, they will make buying decisions more quickly than the prospects Realtors try to develop without your help. By delivering solid and committed buyers to your Realtor partners, you will shorten their sales cycle, and help them close prospects they would have lost to competitors, increasing their income and building your reputation with agents.
- Thanks to your help, your clients will know what they need in a home, and they will know the difference between what they want and what they need. Again, because of your assistance, they will know what information to ask their Realtor to get for them before they make an offer on a home. They will know what needs to be included in the offer and contract in order to protect their interests, they will remember you as the one who helped them -- and they will tell their family and friends about you.
If you have already registered for this seminar series, you'll receive instructions for joining the next online seminar.
If you have not already registered for these seminars, you can do so here, or by clicking the button below. The seminar is free, but space is limited.
Featured Article:
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Creating Effective Content Marketing to Get Realtors' Attention
A client recently asked me for advice on writing e-mails and other content for Realtors. He is a thoughtful and intelligent person who also happens to be highly experienced and exceptionally competent loan officer. He works in a major metropolitan market where competition is fierce, and where many of his competitors are also accomplished loan officers and "worthy opponents".
Recognizing the importance of finding ways to distinguish himself from his competition, he was asking me to give him some ideas as to subjects he could write about that Realtors would find interesting, relevant, and useful.
Read the full article here
Recognizing the importance of finding ways to distinguish himself from his competition, he was asking me to give him some ideas as to subjects he could write about that Realtors would find interesting, relevant, and useful.
Read the full article here
Why Are You A Mortgage Loan Originator?
There's a conventional wisdom about the purpose and role of mortgage loan originators. I'm here to challenge it, and offer a broader vision with far more potential for professional and personal satisfaction.
The status quo has limited the role of the loan officer to that of an order taker, a clerk, a bureaucrat. While it is true that in order to do your job, you must efficiently deal with necessary paperwork and comply with the(ever-increasing) regulations governing our industry, you, as a loan officer, are capable of playing a much more expansive and important role for your clients and business partners.
PROSPECTS & CLIENTS
Far too often, mortgage professionals are seen as vendors selling a commodity – which means that the consumer's decision will be based only on their perception of the "price" of the loan.
The home buyer is the least-represented party in a real estate transaction. Loan originators can be powerful advocates for their homebuyer clients, teaching them how to make informed and intelligent decisions about when to buy a home, how to buy the right home for the right price, and how to finance their purchase so that it enhances their long-term financial security. Loan Officers can be trusted financial advisors and coaches for their clients.
REALTORS
Far too often, mortgage professionals are seen by Realtors as paper-pushing vendors who must be managed and badgered, lest the transaction be delayed or ruined.
Loan originators can also be trusted and respected partners to the best Realtors in their markets – helping them motivate and educate homebuyers so that their experience of owning a home is one they look back on with pride -- and gratitude toward the professionals who helped make it possible.
My mission is to train and coach mortgage originators so that you can achieve the satisfaction and recognition that comes with expanding your professional skills & capabilities so you can make a real difference in the lives of your clients and Realtor partners.
I do this by helping you redefine your role and purpose, and by providing you with the training, strategies and tools to improve your capabilities and get your story out into your marketplace. I hold you accountable, and provide you with personal guidance and unconditional support.
The status quo has limited the role of the loan officer to that of an order taker, a clerk, a bureaucrat. While it is true that in order to do your job, you must efficiently deal with necessary paperwork and comply with the(ever-increasing) regulations governing our industry, you, as a loan officer, are capable of playing a much more expansive and important role for your clients and business partners.
PROSPECTS & CLIENTS
Far too often, mortgage professionals are seen as vendors selling a commodity – which means that the consumer's decision will be based only on their perception of the "price" of the loan.
The home buyer is the least-represented party in a real estate transaction. Loan originators can be powerful advocates for their homebuyer clients, teaching them how to make informed and intelligent decisions about when to buy a home, how to buy the right home for the right price, and how to finance their purchase so that it enhances their long-term financial security. Loan Officers can be trusted financial advisors and coaches for their clients.
REALTORS
Far too often, mortgage professionals are seen by Realtors as paper-pushing vendors who must be managed and badgered, lest the transaction be delayed or ruined.
Loan originators can also be trusted and respected partners to the best Realtors in their markets – helping them motivate and educate homebuyers so that their experience of owning a home is one they look back on with pride -- and gratitude toward the professionals who helped make it possible.
My mission is to train and coach mortgage originators so that you can achieve the satisfaction and recognition that comes with expanding your professional skills & capabilities so you can make a real difference in the lives of your clients and Realtor partners.
I do this by helping you redefine your role and purpose, and by providing you with the training, strategies and tools to improve your capabilities and get your story out into your marketplace. I hold you accountable, and provide you with personal guidance and unconditional support.