Article:
The Phantom Seller's Market
There's a lot of optimistic talk coming from the media and the real estate industry about rising home prices; people are saying we're already in a seller's market in many parts of the country.
But there's one important ingredient to a real seller's market that's missing. Find out what it is, and what it means for your business.
More importantly, find out what you can personally do in your local market to help bring about the conditions that will lead to a real recovery of the housing market, and the purchase loans that will come with it. Read the article
But there's one important ingredient to a real seller's market that's missing. Find out what it is, and what it means for your business.
More importantly, find out what you can personally do in your local market to help bring about the conditions that will lead to a real recovery of the housing market, and the purchase loans that will come with it. Read the article
Why Bob Williamson is My Coach
by Scott DiGregorio, Primary Residential Mortgage,
Ft. Myers, FL.
I had been in the mortgage business for over 15 years in mid-2010, and I found myself talking to Greg Frost - one of the biggest mortgage producers ever. I was picking his brain and trying to learn as much from him as possible during our brief conversation. When I asked him what was one thing that he would recommend that I do immediately, he didn’t hesitate when he said - hire Coach Bob. He told me that Bob had worked with him for over a decade and that having Bob on his team was one of the main reasons for his success. He told me that he would call Bob personally for me and have me contacted to start the process of determining if Bob and I would be a good fit.
I remember thinking to myself - How can I say no? At the same time, I was thinking - How can I afford this? Where will I find the time for this? What can he possibly teach me that I don’t already know after 15 years of being in the business and reading dozens of business books?
In 2011 (my first full year of working with Bob), I was my company's 5th highest-producing loan officer (in units) out of 2000 loan officers in 250 offices across the country. In 2012, I increased my production by 62% and cut my hours down from 60 a week to 40! ... Read More
Ft. Myers, FL.
I had been in the mortgage business for over 15 years in mid-2010, and I found myself talking to Greg Frost - one of the biggest mortgage producers ever. I was picking his brain and trying to learn as much from him as possible during our brief conversation. When I asked him what was one thing that he would recommend that I do immediately, he didn’t hesitate when he said - hire Coach Bob. He told me that Bob had worked with him for over a decade and that having Bob on his team was one of the main reasons for his success. He told me that he would call Bob personally for me and have me contacted to start the process of determining if Bob and I would be a good fit.
I remember thinking to myself - How can I say no? At the same time, I was thinking - How can I afford this? Where will I find the time for this? What can he possibly teach me that I don’t already know after 15 years of being in the business and reading dozens of business books?
In 2011 (my first full year of working with Bob), I was my company's 5th highest-producing loan officer (in units) out of 2000 loan officers in 250 offices across the country. In 2012, I increased my production by 62% and cut my hours down from 60 a week to 40! ... Read More
Is Your Sales Funnel More Like a Sieve?
The idea of a "sales funnel is that the leads go in the top of the funnel and the closed transactions come out the bottom. But I have been saying for years that it isn’t a funnel, it’s a sieve (because Realtors and loan officers capture and close such a small percentage of their opportunities).
As for getting people (clients) to advocate for you, I had a conversation with a client about that a couple of days ago. These days, people rarely go out of their way to recommend a vendor (and to your loan customers, you are a vendor).
Why?
Because they are so rarely truly impressed in a business transaction. They’ll talk about you if you really screw up (read Joe Girard’s How to Sell Anything to Anybody). But most loan officers – most businesspeople – have no clue as to what it takes to rise to the level of performance where people can’t resist talking good about you (advocating for you) to their friends... More
As for getting people (clients) to advocate for you, I had a conversation with a client about that a couple of days ago. These days, people rarely go out of their way to recommend a vendor (and to your loan customers, you are a vendor).
Why?
Because they are so rarely truly impressed in a business transaction. They’ll talk about you if you really screw up (read Joe Girard’s How to Sell Anything to Anybody). But most loan officers – most businesspeople – have no clue as to what it takes to rise to the level of performance where people can’t resist talking good about you (advocating for you) to their friends... More
New Tool for Your Home Buyer Prospects & Clients:
Before You Choose a Realtor, Ask These Questions
One of the best ways to demonstrate your expertise and build an image of yourself as a trusted advisor to your homebuyer prospects is to provide them with educational information they can use.This is a free report you can send or give to clients or prospects who are getting ready to buy or sell a home. It provides them with a list of questions they can ask when they are in the process of choosing a real estate agent to represent them.
To read this report (and download it as a Word document for your own use), click here.
(This report is password protected for subscribers only. To subscribe for free, click here.) You will receive an email with the password right away.
To read this report (and download it as a Word document for your own use), click here.
(This report is password protected for subscribers only. To subscribe for free, click here.) You will receive an email with the password right away.
Coach Bob's Blog:
How Great Leaders Inspire Action
In a competitive world, you need to distinguish yourself from your competition in a way that inspires potential clients and referral partners to take action. Why are you in the mortgage business? The answer to that question will tell you all you need to know about why you are -- or aren't -- succeeding.
Building Your Success -- One Hour at a Time
I get a lot of questions about how coaching "works". That's not always an easy question to answer, because I approach each client as an individual, and the coaching I do for that client is custom tailored to his or her objectives, goals, current circumstances, personality, strengths, weaknesses, etc.
But this short video should give you a good idea of the philosophy with which I approach my responsibilities as a coach.
But this short video should give you a good idea of the philosophy with which I approach my responsibilities as a coach.